Sales Operations Manager

Role Overview

State Value Chain Management

• Develop and manage state-specific cost cards based on Route-to-Consumer policy, distributor margins, and commercial setups.
• Optimize state value chains based on excise policies, import duties, and trade terms.
• Maintain compliance and commercial-spend integration with corporate and state regulations.

Pricing and Revenue Growth

• Formulate data-driven pricing recommendations, channel pack-price architectures, and discount programs.
• Manage commercial net revenue and assess competitive pricing actions.
• Evaluate ROI for trade spends, promotion effectiveness, and regional marketing initiatives.

Planning and Optimization

• Recommend product portfolio mixes and geographic expansion priorities.
• Lead financial forecasting, scenario planning, and target-setting.
• Partner with regional sales and commercial excellence teams on trade-spend controls and quarterly business reviews.

Required Expertise

• Demonstrated experience in the Indian alcohol beverage industry is mandatory.
• Requires familiarity with regional excise regulations, state distribution laws, and pricing sensitivities.
• Requires financial cost modeling, price-volume-mix analysis, and financial risk and return analysis.
• Requires capability with commercial data systems and tools including SAP, Advanced Excel, and Power BI.
• Requires cross-functional influence and clear communication of trade-offs, limitations, and opportunities.

About Brown-Forman