Commercial Finance - Manager

We are looking for a commercially astute Commercial Finance – Pricing & Contracts Manager to support pricing decisions, contract reviews, and renewal negotiations for our B2B healthcare services business. This role sits at the intersection of finance, sales, and legal, and plays a critical role in protecting margins, improving deal profitability, and ensuring commercially sound contracts with corporate clients.

The incumbent will work closely with B2B Sales, Account Management, Legal, and Operations teams to evaluate historical performance, assess contract terms, and proactively address risks and bottlenecks during renewals.

Key Responsibilities

1. Pricing, Deal Structuring & Margin Analysis

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  Develop, review, and validate pricing and deal models for new contracts and renewals.

  
  


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  Analyze historical contract performance to assess margins, profitability, and service utilization trends.

  
  


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  Recommend margin rates and pricing structures based on cost drivers, utilization patterns, and commercial objectives.

  
  


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  Support sales teams with scenario analysis, sensitivity analysis, and what-if models during deal negotiations.

  
  

2. Contract Review & Commercial Risk Assessment

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  Review commercial terms and conditions in contracts, addendums, and amendments with a strong focus on financial and operational impact.

  
  


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  Identify commercial risks related to pricing, scope, utilization clauses, penalties, incentives, and renewal terms.

  
  


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  Partner with Legal to flag deviations from standard terms and assess financial exposure.

  
  


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  Ensure contracts align with approved pricing models and internal financial policies.

  
  

3. Credit Terms, Billing & Payment Understanding

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  Evaluate and advise on payment terms, credit periods, billing cycles, and cash flow implications.

  
  


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  Work with Finance and Accounts Receivable teams to assess client credit risk and recommend appropriate credit terms.

  
  


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  Track adherence to agreed payment terms and highlight potential risks impacting cash collections.

  
  

4. Business Partnering with Sales & Account Management

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  Act as a finance business partner to B2B Sales and Account Managers.

  
  


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  Clearly explain pricing logic, margin implications, and contract constraints in a business-friendly manner.

  
  


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  Build strong working relationships to influence deal decisions while balancing growth and profitability.

  
  


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  Participate in renewal discussions and escalation calls where commercial clarity is required.

  
  

5. Data Analysis & Insights from Large Datasets

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  Extract, clean, and analyze large historical datasets related to revenue, utilization, costs, and margins.

  
  


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  Identify trends, anomalies, and improvement opportunities across contracts and client segments.

  
  


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  Create dashboards, trackers, and reports to support decision-making for leadership and cross-functional teams.

  
  


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  Ensure data accuracy and consistency across pricing and contract analysis.

  
  

6. Contract Renewals & Bottleneck Resolution

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  Support end-to-end contract renewal processes with a focus on timely closures.

  
  


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  Identify common renewal bottlenecks such as pricing disputes, utilization mismatches, or unfavorable clauses.

  
  


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  Proactively propose commercially viable solutions to overcome renewal challenges.

  
  


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  Maintain renewal trackers and flag high-risk contracts well in advance.

  
  

Key Skills & Competencies

Technical & Functional Skills

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  Strong understanding of pricing models, deal economics, and margin analysis.

  
  


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  Ability to read and interpret legal contracts, clauses, and addendums from a commercial perspective.

  
  


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  Solid knowledge of payment terms, credit policies, and cash flow fundamentals.

  
  


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  Advanced proficiency in Excel / Google Sheets; experience with Power BI, Looker, or similar tools is a plus.

  
  


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  Comfortable working with large datasets and financial models.

  
  

Behavioral & Interpersonal Skills

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  Strong business acumen with a problem-solving mindset.

  
  


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  Excellent communication skills – ability to translate financial insights into simple business language.

  
  


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  Stakeholder management skills, especially with Sales, Account Management, and Legal teams.

  
  


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  High attention to detail with the ability to balance speed and accuracy.

  
  


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  Ability to navigate ambiguity and push for closure in renewal and negotiation scenarios.

  
  

Educational Qualifications

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  MBA in Finance / CA / CMA / CFA (or equivalent) / Post Graduation in Economics / Business Strategy is preferred

  
  

Preferred Experience

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  Experience in Commercial Finance, Pricing, Deal Desk, or Business Finance roles.

  
  


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  Prior exposure to B2B services, healthcare, insurance, or corporate benefits businesses is an advantage.

  
  


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  Hands-on experience supporting sales-led organizations.

  
  

What Success Looks Like in This Role

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  Improved deal margins and pricing discipline.

  
  


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  Reduced commercial risks in contracts.

  
  


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  Smoother and faster contract renewals.

  
  


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  Strong trust and collaboration with Sales and Account teams.

  
  


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  Data-backed decision-making that supports sustainable business growth.