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Job Title : General Manager – Revenue Control
Reporting To : Head – Financial Reporting & Compliance
Location : Pune
Position Purpose
The General Manager – Revenue Control will be responsible for leading the organization's end-to-end revenue accounting, contract cost control, usage accounting, accounts receivable accounting & cash application Processes. The role will ensure accurate revenue and cost recognition in compliance with applicable accounting standards, internal control frameworks, and regulatory requirements.
The incumbent will act as a strategic finance partner to Business, Sales, Product, Commercial, FP&A, Billing, Collections, Legal and Regulatory teams by providing accounting guidance during deal structuring, new product launches and customer onboarding.
Direct Reporting Functions
The following functions will report into the General Manager – Revenue Control:
- Contract Cost Control Head (CCCT Head)
- Data Revenue Accounting Head
- Cash Application, Accounts Receivable & Usage Based Revenue Accounting Team
Key Responsibilities
1. Revenue Accounting & Financial Control
- Ensure accurate and timely accounting of revenue across all products and services in line with applicable accounting standards and company policies.
- Review and monitor revenue recognition processes for data, voice, MMX, CPE, managed services, and other telecom/digital products.
- Ensure completeness and accuracy of month-end revenue accounting entries and related reconciliations.
- Drive customer-level and product-level revenue analytics and reporting.
2. Contract Review & Deal Structuring
- Evaluate customer contracts from both revenue recognition and cost recognition perspectives.
- Provide proactive accounting guidance during structuring of large and strategic customer deals.
- Partner with Sales, Product, Commercial, Finance Business Partner, FP&A and Legal teams to ensure contractual terms are aligned with accounting and regulatory requirements.
- Assess accounting implications of pricing structures, performance obligations, bundled offerings, incentives, discounts, rebates and service commitments.
- Recommend appropriate revenue and cost accounting treatments before commercial approval.
3. Contract Cost Control & Profitability Management
- Oversee contract cost accounting and control mechanisms across customer contracts.
- Ensure appropriate matching of revenue and associated costs.
- Perform revenue versus cost mapping and profitability analysis for products such as:
- CPE
- Voice Services
- MMX Services
- Data Connectivity Services
- Managed Services
- Monitor contract margins and identify revenue leakage or cost overruns.
4. Usage Accounting Management
- Lead accounting for usage-based services and ensure accuracy of revenue and cost recognition.
- Ensure completeness of mediation, billing and accounting inputs for Voice, MMX and other usage-driven products.
- Coordinate with operational teams for timely resolution of usage-related discrepancies.
5. Billing & Month-End Closure
- Coordinate closely with Billing teams to ensure accurate month-end accounting.
- Review and approve revenue accruals and related accounting adjustments.
- Ensure timely closure of monthly, quarterly and annual books.
- Conduct detailed actual versus accrual variance analysis and investigate significant movements.
6. Revenue Analytics & MIS
- Perform customer-wise and product-wise revenue variance analysis.
- Analyze actual revenue versus accrued revenue trends and provide actionable insights.
- Develop and present dashboards on revenue, profitability, margins, collections and aging.
- Support leadership with business insights and financial performance analysis.
7. Accounts Receivable & Cash Application
- Oversee accounting for customer invoices, receipts, collections and cash applications.
- Ensure timely and accurate allocation of customer receipts.
- Monitor unapplied cash, aged receivables and collection effectiveness.
- Collaborate with Collections teams to improve cash realization and working capital management.
- Ensure compliance with AR accounting controls and policies.
8. Provisioning, Credit Risk & Write-Off Governance
- Work closely with Collections and Business teams to assess customer credit exposure.
- Review and recommend provisioning requirements for doubtful debts.
- Ensure adequate specific provisions and expected credit loss assessments.
- Analyze customer Statements of Accounts (SOA) and dispute positions.
- Prepare Board Notes and approval documents for bad debt write-offs and exceptional provisions.
- Present collection trends, recovery efforts and risk assessments to senior management.
9. Customer Onboarding & Process Governance
- Participate in customer onboarding reviews from an accounting and compliance perspective.
- Ensure correct setup of revenue streams, billing parameters, tax treatment and accounting flows.
- Identify revenue recognition, cost allocation and compliance risks at onboarding stage.
- Strengthen controls around new customer implementation processes.
10. ERP Governance & Financial Systems
- Provide finance ownership and guidance on ERP master data and accounting configurations.
- Review and approve:
- Revenue Determination Tables
- Tax Mapping Tables
- General Ledger Creation
- Customer and Product Accounting Setups
- Ensure accounting system configurations support accurate financial reporting and compliance.
11. Product Launch & Commercial Accounting Support
- Actively participate in new product development and launch initiatives.
- Collaborate with Product, Billing, Commercial and Technology teams to establish accounting treatment before launch.
- Evaluate revenue recognition models, cost allocation methodologies and taxation requirements for new products and services.
- Ensure accounting readiness and control compliance for all new commercial offerings.
12. Dispute Management & Revenue Assurance
- Coordinate with IRT and relevant operational teams regarding customer disputes and associated accounting treatment.
- Assess financial impact of disputes, credits, rebates and settlements.
- Ensure appropriate provisions and accounting entries are recorded.
- Support revenue assurance initiatives to minimize leakage and strengthen controls.
13. Audit, Compliance & Internal Financial Controls
- Act as the primary finance owner for revenue-related audits and compliance reviews.
- Engage with Internal Auditors, External Auditors and Statutory Auditors.
- Ensure compliance with Internal Financial Controls (IFC) framework.
- Drive implementation and remediation of audit observations.
- Maintain documentation supporting revenue and cost accounting practices.
14. Regulatory & Legal Support
- Provide accounting and financial inputs to Regulatory and Legal teams.
- Support matters relating to:
- AGR (Adjusted Gross Revenue)
- License Fee Compliance
- Regulatory Reporting
Key Stakeholder Management
Internal Stakeholders
- Financial Reporting & Compliance Head
- CFO and Finance Leadership
- Sales Team
- Product Team
- Commercial Team
- Finance Business Partners
- FP&A Team
- Billing Team
- Collections Team
- Revenue Assurance Team
- IRT Team
- Legal ,Regulatory Team
- Internal Audit Team
- IT / ERP Team
External Stakeholders
- Statutory Auditors
- Internal Auditors
- Regulatory Authorities
- External Consultants
- Customers (where required for accounting and dispute resolution matters)
Preferred Qualifications
- Chartered Accountant (CA) / Cost Accountant (CMA) / MBA Finance
- 15+ years of experience in Revenue Accounting, Financial Control, Telecom Finance, Contract Accounting, Revenue Assurance or Financial Reporting.
- Strong understanding of:
- Revenue Recognition Standards (Ind AS 115 / IFRS 15)
- Accounts Receivable Accounting
- Telecom Billing & Usage Accounting
- Contract Cost Accounting
- Internal Financial Controls
- Regulatory Compliance
- ERP Systems (SAP/Oracle or equivalent)
Leadership Competencies
- Strategic Business Partnering
- Strong Commercial Acumen
- Technical Accounting Expertise
- Stakeholder Management
- Financial Controls & Governance
- Analytical Thinking
- Team Leadership & Development
- Decision Making & Problem Solving
- Change Management
- Effective Communication & Influencing Skills
This role serves as the organization's central authority for Revenue Control, Contract Accounting, Usage Accounting, Revenue Analytics, AR Accounting, Collections Accounting, and Revenue Compliance, ensuring accurate financial reporting while supporting business growth and profitability
