Sales Operations Officer & Demand Planner

Anonymous Employer

Job Summary

To provide accurate demand forecasts based on historical performance, sales cycles, retail and market information, sales team predictions and market insights

  • Minimum Qualification: Bachelor
  • Experience Level: Mid level
  • Experience Length: 5 years

Job Description

FUNCTION
Commercial

POSITION DESCRIPTION
Reporting to the Commercial Manager, the Sales Operations Officer role will be 
  1. To provide accurate demand forecasts based on historical performance, sales cycles, retail and market information, sales team predictions and market insights 
  2. To provide a one point of contact for sales KPI tracking, sales performance reporting, sales data analysis and market execution reporting 
  3. Responsible for deep dive channel and geographical region performance analysis, fact-based insights driven proposals on possible areas / points of intervention
  4. Responsible for Sales Force Automation tracking and reporting; Fleet assets tracking, Coolers / Merchandising units’ assets tracking and sales team execution tracking & reporting
  5. Working closely with the Commercial Excellence Executive to deploy commercial excellence tracking; Track and report instore merchandising, brand activation, price and pack portfolio listing reporting in line with channel plans, sales force efficiency metrics reporting including call coverage, hit rates, drop size etc.
  6. To conduct, analyze and report monthly market execution KPIs performance 
  7. To champion the S&OP process together with supply chain planners to align on demand and supply flows to retail 
  8. Responsible for the quality of demand planning process and the quality of the resultant numbers 
  9. Working closely with sales team project owners to generate project tracking KPIs and reporting tools 
  10. Generate accurate rolling performance forecasts and generate scenarios, risks and intervention 
  11. Work closely with IT and Finance to maintain and update demand planning software, market execution systems and software 

PLACE OF WORK
Kenya

REPORTING TO

Commercial Manager


COORDINATE WITH
  • Marketing Manager.
  • Trade Marketing Manager
  • Lead – Modern Trade Development
  • Regional Sales Leads
  • Sales HODs


KPIs
Key Job Deliverables
  1. Accurate Sales KPIs reporting and timely business analysis to drive strong commercial performance
  2. Develop deep insights on sales performance and share timely and accurate reports with commercial teams 
  3. commercial excellence execution metrics tracking and reporting; including sales force effectiveness, FIT outlet execution, visibility, merchandising, availability and look of success guidelines to drive profitable growth of Company portfolio
  4. Responsible for in-depth analysis of market dynamics, competitor activity and Industry review and infusing deep environmental insights to derive rational demand forecasts and annual sales cycle planning 

GEOGRAPHICAL SCOPE
Kenya

PRIMARY OBJECTIVES
  • Priority #1 – Sales Revenue, Volume, Brand Visibility, SKUs Numeric and Weighted Distribution Reports 
  • Priority #2 – Demand Forecasting Accuracy 
  • Priority #3 – FIT (Availability, Visibility, Price compliance ) & Sales Force Effectiveness (Call completion, hit rate and Drop size) Reports 
  • Priority #4 – Data Management and Accuracy 

SKILLS / QUALIFICATIONS / EDUCATION
  • Education: Degree
  • Language: Proficient in English and Kiswahili
  • Business or Statistics training 

PREREQUISITE EXPERIENCE
The successful candidate for the position will have obtained the following experience:
  • Experience: Minimum 5 years in Sales Analyst or Business Planning role within FMCG industry 
  • 3 years in Data Management, Business Analysis, Information Analytics role  

In addition to the specific work experience and skills, the candidate should have the personal qualities listed below:
  • Strong Analytical Skills; can derive potential commercial interventions from divergent data sources by quickly connecting the dots and deriving business relevant action points and insights 
  • Acts as a business owner is Proactive and able to foresee issues upfront and resolve them taking accountability and responsibility as the single point of contact for modern trade 
  • Collaborative and adaptive; able to manage and work with various stakeholders having different objectives and approaches to business 
  • Good in Project Management; able to run route to projects and programs with minimum supervision, disciplined, good at planning and securing timely follow up within Deadlines.
  • Self-Driven and Persistent; has a strong drive and take initiatives, able to resolve issues with speed and agility, comfortable with ambiguity, can quickly distill problems and come up with creative solutions
  • Winning attitude; Has a can-do attitude, winning mindset, competitive and believes in being the best able to seek opportunities and borrow ideas and implement with speed to win in market, 
  • Performance driven; sets very high targets for self and team and strives hard to achieve them, goal driven and works well under pressure 
  • Great at building relationships; believes in partnership, goes and extra mile to assist partners achieve common goals, Good at interpersonal selling and negotiation skills
  • Strong communication skills; has a good command of professional English and can communicate well and effectively both orally and in writing
  • Team Player; works well in teams, puts team goals ahead of personal goals, committed to team objectives and goes out of their way to ensure the team succeeds

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