Sales Operations Manager

Brown-Forman Australia Pty. Ltd.; Gurgaon; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Brown-Forman Australia Pty. Ltd. is seeking a Sales and Operations Manager for India to lead financial planning, pricing, and channel strategies across state markets.

You will partner with Sales, Marketing, and Supply Chain to optimize portfolio performance, manage trade spends, and ensure compliance with regional regulations while driving growth in the Indian beverage sector.

Qualifications

• Alcobev industry experience in India or similar regulatory environments.
• Strong financial modeling and scenario planning capabilities.
• Demonstrated ability to derive insights from data and drive pricing decisions.
• Proficiency with SAP, Excel, and BI tools to automate reporting.
• Ability to influence cross-functional teams and senior stakeholders.

Responsibilities

• Develop state-wise cost cards based on RTC policies and margins.
• Optimize value chain reflecting excise, duties, and trade terms.
• Ensure compliance with local regulations and commercial spend integration.
• Formulate pricing architectures and discount management programs.
• Oversee revenue management, pricing strategies, and ROI on trade spends.
• Provide governance for investments and ROI evaluation models.

Skills

Alcobev Industry

Financial Modeling

Analytics

Systems Proficiency

Strategic Partnering

Leadership

Tools

SAP

Advanced Excel

Power BI

Job description

Sales and Operations Manager – India

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.

What You Can Expect

• 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.
• 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.
• 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.

What We Offer

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.

Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.