About the Job
Job Purpose
Prepare sales forecasts and allocations, review sales and distributor performance, and assess commercial activities. Help the Trade Manager decide where action is needed based on the figures.
Main Duties & Responsibilitie
s
Sales performance
Prepare KPI scorecards using agreed definitions.
Create daily SENRI scoreboards for the Trade Manager to improve FSR performance.
Track daily sales by route & channel & provide insights on improvement opportunities so Sales Managers can steer their teams
Distributor performance
Check each distributor's forecast, targets, coverage, compliance and agreed operating KPIs.
Recommend action where distributors are underperforming and review whether the agreed changes are working.
Coordinate payment accuracy of Distributors & Credit customers with the finance department
Warehouse and Distributor service levels
Forecasts and allocations
Prepare forecasts using sales history, current trends, demand from the field and distribution plans. Match daily distributor FC with actual pick-up. Attend daily S&OP meeting to steer product availability and forecasting.
Prepare daily allocations using the previous three months' sales, available stock and approved priorities. Check calculations and keep approved versions.
Share forecasting plans with the Sales Operations Coordinator and raise demand or stock concerns at sales and operations planning meetings.
Territories and outlet coverage
Track activated outlets and coverage. Compare territory sales with plans and potential. Identify inactive outlets and areas where distribution can grow. Work closely with customer complaint officer on complaints.
Analyze route and sales-representative performance for the Trade Manager
Developing and maintaining customer master data for direct & indirect channel
Collaborate with fleet team on route performance, route optimization and territory management
Sell-in and sell-out
Compare HD sales to distributors (sell-in) with sales reaching retailers (sell-out).
Match periods, products, units and customer IDs. Separate sales to mini-distributors from retail sales to avoid double-counting.
Show how much of the data can be matched and report volume differences separately. Follow up missing reports and investigate differences.
Check stock movements, returns, transfers and timing before reporting a stock build-up. Allow for the time between a sale to a distributor and the onward sale to an outlet.
Reports and data checks
Create daily SENRI scoreboards for the Trade manager to improve FSR performance.
Create optimized route visit plans for FSR.
Check the figures in existing Power BI reports with the Data officer and explain the findings to Commerce management.
Check sales and deliveries in Business Central. Prepare PEDS and Business Central checks, weekly distributor reconciliations and over-deposit summaries with Finance.
Follow up data errors with the IT department and check that corrections work. The coordinator is responsible to obtain missing records or clarify information needed for reporting.
Projects and commercial activities
Keep a project tracker showing who is responsible, the key milestones and dates, progress and agreed KPIs. Get progress updates from the coordinator.
Compare actual and expected results for pilots, sampling, fridges and outlet materials. Explain data limitations and report delays or risks.
About You
Degree in Business Administration, Marketing, Economics, Statistics or a related field.
3 years experience in sales planning, commercial performance, trade marketing, route-to-market or sales operations.
Strong Microsoft skills: excel skills, including formulas, PivotTables and forecasts; ability to use and interpret Power BI or similar reports.
Strong numerical skills, careful checking and the ability to explain what the figures mean for the business and recommend action.
Requirement Skill
Microsoft Office (Excel, Word, PowerPoint)