Commercial Executive | Real Estate | AFET

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive, financial services, real estate, retail and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group’s entrepreneurship and relentless customer focus enables the organization to continue to grow and expand; responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration and integrity; Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day.

Overview of the role:

The Commercial Executive manages and optimizes the collections process to ensure healthy cash flow, minimize overdue payments, and maintain strong customer relationships. This role focuses exclusively on enhancing the efficiency and effectiveness of receivables management while ensuring compliance with company policies and customer agreements. The position is critical in achieving financial targets by reducing Days Sales Outstanding (DSO) and resolving collection disputes promptly and amicably.

The Commercial Executive operates within a dynamic and customer-centric environment, focusing on delivering measurable improvements in cash flow and financial performance. The role requires strong communication, negotiation, and analytical skills to manage collections efficiently while maintaining positive customer relationships. This position is instrumental in reducing financial risks and supporting the company’s overall business objectives.

What you will do:

1. Collections Management:

• Proactively manage the end-to-end collections process, ensuring timely recovery of outstanding payments from customers.
• Monitor accounts receivable ageing and prioritize actions for accounts exceeding 30, 60, and 90+ days overdue.
• Implement structured follow-up processes through calls, emails, and meetings to address overdue accounts.
• Collaborate with the sales and project teams to resolve customer disputes and discrepancies impacting collections.

• Build and maintain professional customer relationships to ensure open communication regarding payment terms and timelines.
• Conduct regular account reviews with customers to address payment delays and negotiate repayment plans when necessary.
• Provide outstanding customer service by addressing and resolving collection-related inquiries promptly.

• Prepare and present detailed collections reports to senior management, including ageing analysis, DSO metrics, and recovery performance.
• Analyse collection trends and provide actionable insights to improve collection efficiency and reduce overdue accounts.
• Maintain accurate customer interactions and payment commitment records in the company’s ERP system.

• Ensure adherence to credit policies, payment terms, and collection guidelines in all customer dealings.
• Identify gaps in the collection process and recommend enhancements to improve efficiency and compliance.
• Assist in revising credit policies based on business requirements and customer behaviour.

• Work closely with the finance team to forecast cash inflows based on expected collections.
• Identify high-risk accounts and escalate unresolved issues to senior management with proposed solutions.
• Support initiatives to streamline the invoicing process and reduce payment delays caused by administrative errors.

• Provide necessary documentation and reports during internal and external audits related to collections.
• Ensure all collection processes comply with financial audit standards and company policies.

Required skills to be successful:

1. Technical Skills:

• Proficient in ERP systems (e.g., SAP, Oracle) and Microsoft Office, especially Excel for financial reporting and analysis.
• Strong understanding of financial principles related to receivables and credit management.

• Excellent communication and interpersonal skills to manage customer interactions professionally.
• Strong negotiation and problem-solving abilities.
• Detail-oriented with a proactive approach to managing tasks and responsibilities.
• Ability to work under pressure and meet deadlines consistently.
• Critical Thinking: Analyze collection data and customer behavior to identify effective recovery strategies.
• Initiative: Proactively identify and address issues affecting collections and cash flow.
• Collaboration: Work effectively with cross-functional teams to resolve disputes and improve processes.

PERFORMANCE INDICATORS:

• Reduction in Days Sales Outstanding (DSO) and overdue accounts, mainly 90+ days.
• Improvement in monthly and quarterly cash flow targets.
• Timeliness and accuracy of collection reports and analysis.
• Resolution time for payment disputes and customer inquiries.
• Customer satisfaction regarding collection processes and interactions.

What Equips you for the role:

Minimum Qualifications:

• Bachelor’s degree in Finance, Accounting, Business Administration, or a related field.

Experience:

• Minimum of 3-5 years of experience in accounts receivable or collections management, preferably in a technology or services-driven industry.
• Proven track record of reducing overdue payments and improving cash flow metrics.