Sales Controller

Oversees sales accounting, forecasting, new business financial evaluation, contract and pricing support, and SOX-compliant revenue processes. Ensures financial integrity, driving profitable revenue growth through rigorous financial planning and pricing governance. Provides actionable insights that improve program performance, pricing discipline, and sales effectiveness.

Responsibilities

• Oversees the sales and margin budgeting, forecasting, and long-range planning processes. Partners with the Sales team to obtain information to improve forecast accuracy and pipeline visibility, identify risks and opportunities related to the plan, and recommend corrective actions.
• Partners with the SIOP team to understand and validate assumptions, assess capacity constraints against unrestrained demand, and facilitate incorporation of forward-looking production sales into the budget, forecast and other financial projections.
• Partners with the sales team to understand and validate non-production sales, including commercial pricing (price increases, price reductions, rebates, etc), customer-owned tooling and known pricing discrepancies impact, and incorporate those amounts into the budget, forecast and other financial projections.
• Provides detailed financial analysis, identifying trends, opportunities, and areas for improvement and presents insights that drive business decisions and growth to senior management.
• Performs financial review of new business and customer quotes, including margin validation, capital investment ROI, terms analysis, and risk identification. Ensures pricing discipline and alignment with corporate profitability targets.
• Monitors and analyzes sales program performance, including customer and product profitability. Additionally, performs validation of commission and bonus attainment that are tied to revenue, bookings or price increases.
• Develops and tracks key sales KPIs (revenue growth, gross margin, customer contribution, booking conversion).
• Ensure internal controls, specifically related to pricing and revenue recognition, are adhered to, and company policies and external regulatory requirements followed.
• Supports month-end and quarter-end close activities, which includes but is not limited to, support and validation of pricing adjustments into month-end results and provides financial support for sales incentive compensation, payout validation and accrual, as well as prepares executive-level sales and margin reporting packages.
  
  

Qualifications

Job Skills Requirements

• Strong knowledge and understanding of all disciplines of accounting and applicable laws and regulations; knowledge of GAAP and SEC regulations on annual, quarterly and special event reporting. Specific focus on revenue recognition principles and SOX environments.
• Great communication skills including negotiation and influencing skills.
• Excellent planning, organizational, analytical, problem solving, and decision-making skills.
• Excellent written and verbal communication skills and strong computer literacy.
• Ability to forecast and develop budgets. Strong experience in pricing, deal modeling, and sales finance.
• Advanced Excel and financial modeling skills; experience with ERP/CRM systems.
• Proven ability to influence cross-functional and executive level stakeholders.
  
  

Educational Requirements

• Bachelor's degree in accounting, finance, or related field, or equivalent experience.
• CPA license active status preferred.
  
  

Experience Requirements

• Minimum 10 years of experience in accounting.
• Prior leadership and management experience in a large, complex organization strongly preferred; public accounting experience preferred.