Senior Manager - Revenue Management

Position: Senior Manager - Revenue Growth Management
Location: Bengaluru

About Us

Dreaming big is in our DNA. It’s who we are as a company. It’s our culture. It’s our heritage. And more than ever, it’s our future. A future where we’re always looking forward. Always serving up new ways to meet life’s moments. A future where we keep dreaming bigger. We look for people with passion, talent, and curiosity, and provide them with the teammates, resources, and opportunities to unleash their full potential.

The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?

About the role

The primary purpose of the role is to lead the full value‑creation agenda across pricing, discounts, portfolio, mix, and investments to drive sustainable, profitable growth across India. The role builds strong commercial processes, analytics, and governance to unlock margin expansion, improve ROI, and ensure flawless execution in a complex, highly regulated excise environment.

Roles & Responsibilities

1. Pricing

- Own end‑to‑end pricing for the full portfolio by working in coordination with marketing
- Build deep understanding of price‑pack architecture, SKU profitability, elasticity, and channel/occasion pricing.
- Develop pricing intelligence to monitor PTR/PTC for own and competitor SKUs across states/channels.
- Build expertise in alcohol taxation and partner with Corporate Affairs for compliant pricing execution.
- Lead annual pricing calendar in alignment with Sales, CA, SCM, and Finance.
- Drive back‑end pricing operations to ensure 100% compliance and first‑time‑right invoicing.

2. Portfolio Management

- Identify opportunities for portfolio expansion, optimization, and renovation through structured business casing.
- Enable cross‑functional execution by removing operational blockers.
- Create processes to monitor performance of portfolio changes and drive continuous improvement.

3. Discount Management

- Manage end-to-end discount budget across all brands and SKUs.
- Design, execute, and govern discount policies with strong internal controls.
- Build analytical capability to allocate discounts scientifically by SKU/state for maximum ROI.
- Partner with Finance and Internal Controls to ensure compliance and audit readiness.
- Manage accrual accounting and ensure OTIF discount planning and settlement.
- Leverage historical trends to shape margin‑accretive discount strategy.

4. Mix Management

- Develop granular mix tracking at state, brand, SKU, COGS, and sourcing levels.
- Identify drivers to improve unit profitability and lead cross‑functional actions to deliver margin improvements.

5. Investment Management

- Own accounting and budget management for sales and marketing investments.
- Use technology and strong processes for accurate tracking, insights, and clean book management.
- Design investment allocation frameworks (discounts + marketing) to maximize ROI.
- Partner with Sales Finance to improve credit ROI and reduce DSO to strengthen operating cash flow.

6. Policy & Research

- Use deep knowledge of India’s tax landscape to develop policy proposals supported by analytics and research.
- Partner with Corporate Affairs and SMEs to advocate for moderate taxation on lower-alcohol products such as beer.

Preferred candidate profile

Education

- MBA, CA, or equivalent qualification preferred
- Engineering + MBA combination is a plus
- Strong grounding in finance, analytics, or commercial strategy

Work Experience

- 4-6 years of experience in Revenue Management, Business Finance, Pricing, Trade Investments, FP&A or Category P&L roles
- Experience in alcobev, beverages, FMCG, or regulated consumer industries preferred
- Demonstrated experience managing pricing, discount governance, and multi‑state complexity
- Exposure to ERP/Master Data systems and TPM/BI tools

Skills

- Strong commercial acumen and P&L understanding
- Expertise in pricing, elasticity, portfolio strategy, discount ROI, and mix analysis
- Strong analytical skills with the ability to distill insights from unstructured data and implement strong cross-functional action plans. Knowledge of advanced Excel is mandatory.
- Familiarity with excise structures, state tax policies, and pricing approval cycles
- Strong process design and governance mindset
- Excellent stakeholder management and cross‑functional influence
- High comfort with data, dashboards, and scenario modeling
- Strong communication, documentation, and executive storytelling skills
- A driven leader who approaches things with a sense of urgency
- Ability to handle ambiguity at scale
- Ability to adapt, manage, and drive change within the organization (both upwards and downwards)

And above all of this, an undying love for beer!

Quench your thirst for success. Come, sit at the table!