Pricing Manager - FMCG

Role Title:

Role Overview

The FP&A / Pricing Manager will lead financial planning, pricing strategy, business performance analytics, and profitability management. The role ensures data-driven decision-making for the organization by providing accurate forecasts, pricing recommendations, margin analysis, and strategic financial insights. This position is critical for enabling long-term growth, cost optimization, and commercial efficiency.

Key Responsibilities

1. Pricing Strategy & Margin Management

• Develop and implement pricing models for all product categories across channels (GT, MT, HORECA, E-com).
• Conduct periodic pricing reviews based on cost fluctuations, competition activity, and market dynamics.
• Analyze product profitability, contribution margins, trade spend, and promotional ROI.
• Work closely with Sales & Marketing to align pricing decisions with business strategy.
• Ensure adherence to pricing governance and approval workflows.

2. Financial Planning & Forecasting

• Lead the annual operating plan (AOP), quarterly forecasts, and monthly business outlook.
• Analyze financial performance vs. budget: revenue, COGS, margins, OPEX, EBITDA.
• Provide scenario modelling, sensitivity analysis, and business impact assessments.
• Support capacity planning, supply chain cost analysis, and inventory health evaluation.

3. Business Finance & Commercial Decision Support

• Conduct channel profitability, SKU-level P&L, and regional performance analysis.
• Evaluate impact of trade schemes, discounts, marketing spends, and pricing interventions.
• Support business in new product pricing, pack-price architecture, and GTM planning.
• Partner with SCM, Sales, and Marketing teams to drive financial insights and control leakages.

4. Costing & Operations Finance

• Work with Procurement, Manufacturing, and SCM teams on cost estimates, BOM changes, and yield analysis.
• Track variable and fixed costs and validate cost-saving initiatives.
• Provide insights on freight, warehousing, packaging cost changes, and their impact on pricing.

5. MIS, Reporting & Analytics

• Own monthly MIS reporting, dashboards, and performance trackers for leadership review.
• Prepare monthly business review (MBR), quarterly review (QBR), and Board-level reports.
• Ensure accuracy and timeliness of data across finance systems and tools.

6. Compliance & Process Governance

• Ensure financial controls in pricing, credit terms, schemes, and commercial operations.
• Support internal and statutory audits related to pricing, sales, and margin controls.
• Implement process improvements for enhanced financial discipline and accuracy.

Key Skills & Competencies

• Strong analytical and financial modelling skills
• Deep understanding of FMCG pricing, trade structures, and P&L drivers
• Commercial acumen and business partnering mindset
• Excellent communication and presentation skills
• Proficiency in MS Excel, Advanced Analytics, ERP systems & BI tools
• Accuracy, attention to detail, and strong problem-solving skills
• Ability to work in a fast-paced, dynamic business environment

Education & Experience

• CA / MBA (Finance) preferred
• 5–12+ years of experience in FP&A, Business Finance, or Pricing (FMCG/Consumer Goods preferred)
• Strong experience in pricing, financial modelling, profitability analysis, and commercial finance
• Prior experience in handling AOP, forecasting, and business partnering roles