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Meaningful Work From Day One
The Sales and Operations Manager will serve as a strategic business partner to the Commercial Team responsible for maximizing revenue for the organization by driving state pricing strategies, negotiating distributor margins and trade discounts, forecasting distributor demand and inventories. Reporting directly to the Director - Commercial and Operations India Area, this individual will own the state-wise value chain optimization, pricing architectures, and commercial planning metrics.
The ideal candidate possesses deep, comprehensive knowledge of the Indian Alcohol Beverage (Alcobev) industry, specifically navigating complex Route-to-Consumer (RTC) models, local excise policies, and state-specific pricing models. They will blend high-level business planning with tactical market analysis to maximize revenue, stabilize operating income, and recommend optimal brand and geography mixes.
What You Can Expect
1. State-Wise Cost Card & Value Chain Management
Develop, update, and manage granular cost cards for each state based on its unique Route-to-Consumer (RTC) policy, distributor margin structures, and commercial setups.
Conduct full state-wise value chain optimizations to accurately reflect active excise policies, import duties, and trade terms across diverse regulatory territories.
Maintain tight compliance and commercial spend integration with localized corporate and state regulations.
2. Pricing Architecture & Revenue Growth Management (RGM)
Formulate data-driven pricing recommendations, channel pack-price architectures (PPA), and discount management programs.
Oversee commercial net revenue management, evaluate competitive pricing maneuvers, and manage pricing structures relative to primary market competitors.
Act as the direct financial gatekeeper for customer-facing commercial investments, establishing robust ROI evaluation models for trade spends, promotion effectiveness, and regional marketing initiatives.
3. Strategic Planning & Resource Optimization
Drive financial planning recommendations that optimize product portfolio mixes and prioritize geographic expansions (e.g., maximizing premium portfolio presence across Priority 1 & Priority 2 focus cities).
Lead short- and long-term financial forecasting, scenario planning, and target-setting aligned with organizational milestones.
Collaborate closely with regional sales leads and commercial excellence teams to design trade spend controls and review quarterly regional business performance
What You Bring to the Table
Alcobev Industry Expertise: Mandatory, proven track record operating within the multi-layered Indian alcohol beverage landscape, demonstrating comprehensive familiarity with regional excise regulations, state distribution laws, and market-specific pricing sensitivities.
Financial Modeling & Analytics: Highly specialized expertise in building multi-tiered financial cost models, performing price-volume-mix evaluations, and executing financial risk/return analytics.
Systems Proficiency: Strong capability leveraging data systems and commercial management toolkits (e.g., SAP, Advanced Excel, Power BI) to generate highly automated and scannable commercial insights.
Strategic Partnering: Proven capacity to influence cross-functional peers (Sales, Marketing, Supply Chain) and deliver persuasive, business-focused recommendations to executive leadership.
Thinking Transparency: Strong objective analytical scaffolding with the ability to articulate trade-offs, project limitations, and distinct upside opportunities clearly.
Adaptability & Drive: High ownership mindset capable of thriving within agile, rapidly moving consumer landscapes.
We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.
Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
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