Sales Operations and Analytics Manager

Job Purpose:

Supports the Sales Department to achieve optimal sales performance/efficient execution of Sales & Marketing activities/implementation of business plans per customer/operations productivity aiming to hit Sales Operating Plan (Sales Value & Profitability Targets)

Major Responsibilities:

1. Sales Team Performance Tools and Procedures

• Develops and secures the tools and procedures which are implemented in every session/situation of evaluation of the sales performance among the members of the sales team
• Contributes significantly to the achievement of sales targets through the successful implementation of sales performance tools and procedures
• Gives regular information and guidance to sales people regarding their achievement progress in comparison to their sales targets
• Designs and develops sales & KPI’s reports and dashboards based on sales department needs and requirements
• Maintains business intelligence models to design, develop and generate both standard and ad-hoc sales reports
• Provides and analyses daily/weekly/monthly performance metrics and insights for Sales Manager-Sales Supervisors-Salesmen
• Acts as the Targit (BI System) and Datatech (HHC) owner regarding sales reporting and procedures, and subject matter expert

2. Sales and Marketing Activities/Business Plan Execution

• Monitors and secures the efficient execution of Sales/Marketing calendar activities in the market as well as Business Plans per customer through concrete back-office follow-up mechanisms
• Gives insights and guidance to sales people regarding their execution progress in comparison to their qualitative targets in the context of Sales/Marketing calendar activities and Business Plans implementation
• Contributes to the development of the Way2Market for any new sales initiative

3. Market & Business Analysis

• Makes business and market analysis which result in valuable insights for the sales department/company to take actions for sales growth
• Recommends changes to current sales techniques, procedures or promotional efforts based on market research and new trends
• Makes regular market visits to have the “real point of view” regarding market and consumer dynamics
• Secures the optimal use of Retail Zoom (Time & Retail Audit) to result in valuable insights for the company

4. Sales Department Operations Efficiency

• Contributes to the analysis and evaluation of current Go2Market (Sales & Distribution System); address areas of improvement; makes recommendations for route productivity
• Designs and leads company’s internal informative system for Competition
• Perform any other role related tasks that may be assigned

Indicative Deliverables:

1. Sales Team Performance Tools and Procedures

• Supports the development, implementation and potential modifications of Sales Operating Plan (sales value & profitability targets) breakdown per customer channel/customer/product category/product/sales team/salesman, liaising with marketing and sales prior to the beginning of the year
• Supports the development of Periodic Sales Forecasts following the initial Sales Operating Plan in sequence of actual results when it takes place by the Sales Manager
• Develops/maintains/provides daily-weekly-monthly reporting of targets achievement per sales team and salesman every week; informs and gives valuable insights based on his analysis per route
• Provides the required supportive updated tools and reports for the F2F meetings and Work*Withs in the field among the Sales Manager–Sales Supervisor–Salesman every week

2. Sales and Marketing Activities/Business Plan Execution

• Overviews and coordinates daily all the activities and makes the follow-up with the Sales Team and Customers to secure that any commercial agreement e.g. leaflets/in-store promotions plan, extra POS/other activities based on central agreement, new SKU’s listing are executed successfully
• Follows up the progress of numeric distribution regarding new products launch or existing products relaunch and gives tactical input to Sales Manager/Sales Supervisors/Salesmen every week
• Maintain a detailed updated file in reference to our in-store execution presence in top 200 customers e.g. shelf space share, 2nd POS, other
• Prepare thorough business presentations upon the meetings with the buyers of Key Accounts

3. Market & Business Analysis

• Observes continuously market shares per distribution channel; makes analysis; gives recommendations for strategic actions
• Monitor closely product success (sales/market shares) and define required actions; analyze brand sell-out results by channel and make recommendations to increase the volume sold

4. Sales Department Operations Efficiency

• Builds, maintains and evaluates an analytical Route KPI’s tool for every single salesman
• Provides support to Sales Supervisors in the process of Route Engineering
• Owns the process of bonus payment calculation

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