Senior Manager - Business Finance

Role Overview :

We are looking for a strategic and commercially astute finance leader to drive business partnering for Sales and Marketing functions. This role will be instrumental in enabling profitable growth through financial planning, channel strategy, and operational excellence across General Trade (GT), Modern Trade (MT), and E-commerce (B2B & B2C).

Key Responsibilities :

Business Partnering & Strategic Support

Partner with Sales and Marketing teams to co-own P&L responsibilities.

Provide financial insights for product launches, trade schemes, and channel expansion.

Support strategic decision-making across GT, MT, and E-commerce (B2B & B2C) channels.

Channel-Level Decision Making

Drive channel-specific financial strategies including pricing, margin optimization, and spend effectiveness.

Analyze channel performance and recommend actions to improve profitability and ROI.

Collaborate with channel heads to align financial goals with business objectives.

Sales Spends Management

Lead planning, validation, and execution of trade spends, schemes, and promotions.

Conduct ROI analysis and margin evaluation across products and channels.

Ensure governance and alignment of spends with budget and strategic priorities.

Sales Budgeting, Forecasting & Pricing

Own the budgeting and forecasting process for sales across all channels.

Develop pricing strategies tailored to channel dynamics and competitive landscape.

Support scenario planning and sensitivity analysis for pricing decisions.

MIS & Performance Reporting

Prepare and publish monthly MIS covering :

Sales performance

Scheme effectiveness

Channel-wise profitability

ROI and cost-to-sales metrics

Deliver actionable insights to drive commercial decisions.

Sales Finance Operations

Oversee sales finance operations including claims validation, distributor accounting, and credit management.

Ensure compliance with internal controls and audit requirements.

Team Leadership

Lead and mentor a team of Regional Commercial Managers (RCMs).

Build a high-performance culture focused on accountability, collaboration, and continuous improvement.

Qualifications & Experience :

CA / MBA Finance with 8–12 years of experience in FMCG or related industries.

Strong exposure to GT, MT, and E-commerce (B2B & B2C) channel finance.

Proven track record in commercial finance, business partnering, and team leadership.

Advanced analytical skills with proficiency in financial modelling and data visualization tools.

Excellent communication and stakeholder management abilities.

Key Competencies :

Strategic Thinking & Business Acumen

Channel Finance Expertise

ROI Orientation & Commercial Insight

Collaborative Leadership

Execution Excellence

Data-Driven Decision Making