Sales Strategy / Planning Manager

Overview

Develops company AOP / SBP (Volume, trade spend and Distributor budgets) and ensures execution, plan and execute enablers to deliver company financial KPI’s (Volume, revenue and OCF) enablers such as Distributor expansion plans, periodical credit reviews and credit allocations per distributor and DC. Supports company senior management decision making through different reporting and analysis tools to ensure timely decision making and engages with marketing team in launches and re-launches to ensure right mix management across different regions and ensures innovations targets are met.

Responsibilities

• Prepare all foundational analysis that enables accurate volume plans and come up with AOP / SBP Volumes that is aligned with fact book trends, historical sales trends and marketing innovations calendar.
• Plan and manage S&D / D&A budgets and ensure Cost to serve is in line with company objective and align with FP&A teams on budget projections in every planning period (SBP/AOP/IN YEAR FORECASTS)
• Manage annual distributor plans including trucks and DCs expansion, volume and revenue planning with RSMs and budget planning for distributor S&D and D&A
• Responsible for achieving company sales forecast accuracy and Demand compliance at distributor DCs to ensure right product mix at distributors that supports achieving in market sales targets.
• Manage distributor order to cash cycle line with annual /Monthly and weekly forecast.
• Develop and implement annual distributor scorecard aimed to keep all stakeholders visible on distributor activities and ensure distributor KPI's are met.
• Support Sales director in developing AOP / SBP Plan in terms of key projects and trade spend programs.
• Develops routing plans and ensure execution to deliver required asset productivity on company / distributor level including improving truck utilization and cost controls.
• In alignment with control, give guidance to distributors on their market credit activities and develop periodical check on credit implementation to sales reps and customers to ensure PCE credit to distributors is utilized as per PCE guidelines to drive sales out from distributors.
• Develop distributor reporting dash board to ensure timely sales and financial KPI's tracking.
• In alignment with HR, annually review distributor pay schemes and align internal and external stakeholders on changes required to frontline salaries and incentives schemes to support distributor to deliver on targets.
• Manage price list to distributors and ensure taxation is taken into consideration on all financial changes on price lists.
• Manage total cost to serve budget on monthly and annual basis that includes monthly settlements to distributors on claims, commission, stales and tax reconciliation
• Manage monthly distributor commission /returns/stales and ensure timely execution of all distributors due payments.
• Assist in the coaching, mentoring and implementation of the Health & Safety programs in the field.
  
  

Qualifications

• 10+ years of sales field experience in FMCG, different markets is a plus
• Basic Financial background is a must
• Strong experience in execution & operating with business strategies.
• Ability to work cross function/ Build strong positive relationship with peers, Direct reports , and distributors’ management team..
• Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
• Planning & Organizing (Multiple priority management)
• Analytical thinking Skills (Trend, data, events analysis to draw sound conclusions)
• Leading and Motivating Others (Creating enthusiasm, inspire positive attitude, desire to succeed).
• Developing and Supporting the team (Actively improves others’ skills, cooperate effectively, diplomatic conflict handler).
• Integrity (Mutual trust, consistent with company ethics and values).