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Reporting to: Trade and Commercial Planning Director
Duty Post: Market Head Office, Taguig
TA POC: Jojo Robines, Talent Attraction Expert
Sales Planning & Analysis Manager
The incumbent is accountable for sales performance analysis for assigned region and/or channel, identify growth opportunities and provide commercial insights based on sales performance and operational KPIs. The incumbent is also accountable in measuring effectiveness of trade program and investment, and prioritize initiatives with highest RO, projecting the latest estimate (LE) of sales achievement on a periodic basis within the assigned region and/or channel.
What will you do:
1) Sales Performance Analysis & Forecast
- Analyze volume performance across product categories and segments within assigned region and/or channel, and provide insights by linking it to other trends i.e. industry performance, operational KPIs, trade initiatives
- Identify growth opportunities across categories, segments within assigned region and/or channel
- Forecast month-to-go volume and mix based on market trend within assigned region and/or channel
- Act as the main point of contact of RCSDs or NKA Manager on all sales planning and analysis related activities for the assigned region and/or channel
- Provide regular updates and deep-dive analysis to market regional M&S teams (RCSD, ACSM, FMZM) on business performance and its drivers.
- Provide ad hoc analyses on Sales Performance as needed by regional/channel partners to support decision making process
- Support the cycle planning process by providing cycle performance analyses and recommendations to improve for the next cycle planning
2) ROI, ROO and Prioritization
- Perform post implementation evaluation of trade spending and initiatives (including NPDs) to assess program effectiveness and measure impact to Sales performance for the assigned region and/or channel. Define, align and communicate key learnings together with relevant stakeholders and adjust future plans as necessary
- Support the prioritization process to focus on highest ROI/ROO with cross-functional stakeholders i.e. RCSD, KA, Field Marketing, Sales Finance, within assigned region and/or channel
3) Sales Force Target Monitoring
- Monitor delivery of Field Sales against set KPIs within the assigned region and/or channel
- Define operational targets and priorities for Field Sales and run incentive computation aligned with the approved incentive scheme and agreed KPIs
4) Business Support
- Support in target setting for local initiatives, ensuring consistency with other Sales KPIs and overall regional/channel commercial delivery
- Lead trade inventory surveys by preparing survey guidelines, alignment and communication of plans with CBU stakeholders, and vendor management. Analyze the data gathered and provide insights to support strategic decision making in the CBU and market
- Review and update classification of Trade Channels and Outlet types in the system
Who are we looking for:
Education: Bachelor’s degree or higher in Business, Finance or any related field
Experience: Minimum 5 years’ experience in sales planning, cycle planning or any other Sales/Field Force management roles, preferably with multinational FMCG.
Functional Skills:
- Managing Sales Delivery
- Forecasting
- Company and Business Knowledge
- Financial Acumen
- Data Analysis
- Sales Planning
- Good understanding of commercial analysis (Retail Audit, Tracker, M&S KPIs)
- Excellent interpersonal skills
- Project management skills
Are you ready to join us? Build your success story at JTI. Apply now!
Next Steps:
After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.
At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.