Summary/Purpose

To build and run the regions commercial performance engine by establishing the systems, processes, tools, and analytics needed to plan, forecast, and deliver volume, market share, and net revenue targets.

To act as the strategic and operational integratorlinking field execution, data-driven insights, and cross-functional collaborationto drive efficient, profitable growth and ensure flawless delivery of commercial KPIs.

Roles & Responsibilities:

1. Commercial Planning & Forecasting

- Lead monthly S&OP; and annual planning cycles across 1/3/5-year horizons.
- Build robust short- and long-term industry and ABI demand forecasts using statistical models, market intelligence, and competitive insights.
- Translate forecasts into actionable plans for volume, revenue, and share delivery.
- Partner with sales leadership to align on growth strategies and performance targets.

2. Performance Management & Delivery

- Own regional targets for volume, net revenue, and market share alongside the Sales Director.
- Run weekly/monthly performance management routines to track KPIs, diagnose gaps, and drive corrective actions.
- Enable a performancedriven culture rooted in data, insights, and disciplined execution.

3. Analytics, Insights & Capability Building

- Own the regional analytics agenda and deliver tools/processes that elevate forecasting accuracy, sales efficiency, and productivity.
- Work with experts to build capabilities such as price elasticity modelling, discount analytics, competitive intelligence, routines automation, and reporting digitization.
- Convert unstructured data from multiple sources into meaningful insights for commercial decision-making.

4. Commercial Systems, Processes & Efficiency

- Set up and continuously improve systems, processes,



and tools to plan, measure, and enhance commercial performance.
- Identify opportunities for automation, technology adoption, and efficiency gains in monthly volume and revenue delivery processes.
- Implement scalable routines and governance models that streamline decision-making across the region.

5. Strategic Projects, PMO & CrossFunctional Leadership

- Lead the regional PMO, ensuring optimal resource allocation and delivery of highimpact commercial initiatives.
- Create data-driven strategic plans to capitalize on market, state, segment, and brand-level opportunities.
- Work cross-functionally to close performance gaps through targeted interventions and structured problem-solving.
- Deliver KPIs across Distribution, Volume, Market Share, Net Revenue, MACO, and ZBB/Commercial Losses.

Requirements

Education

Tier-1 MBA/ Post-Graduate Degree in Business/related fields of study

Work Experience

3-5 years of experience in either of consulting, business finance, project/ program management, category management in relevant industries (Consumer Goods/Beverages industry preferred)

Skills

- Extraordinary communication & collaboration skills with the ability to work & influence cross-functionally
- Ability to adapt, manage, and drive change within the organization (both upwards and downwards)
- Strong analytical skills with the ability to distill insights from unstructured data and implement solid cross-functional action plans. Knowledge of advanced Excel is mandatory. Knowledge of statistics and hence forecasting is desirable
- Financial acumen and ability to evaluate business decisions with a sharp focus on P&L; delivery
- A driven leader who approaches things with a sense of urgency
- Ability to handle ambiguity at scale

📌 Senior Manager - Commercial Planning & Performance Management (India)
🏢 Anheuser-Busch InBev
📍 India