Title:  Commercial & Channel Planning Manager DAM

Global applicants are welcome, Local Contract 

Commercial & Channel Planning Manager DAM

What this position is about: 

To be successful as a Commercial & Channel Planning Manager in DRC, Angola the incumbent will be accountable for providing the Sales Plan, including the volume phasing by channel, geography, brand and SKU; providing strong analytical support in identifying risks and opportunities of sales growth; projecting the latest estimate (LE) of sales achievement periodically; representing the Sales function in S&OP meetings; computation of Sales target and incentive payout, utilization of monitoring tools from SI/BI to improve visibility and tracking on field force activities and performance; leveraging SFA solutions to support business processes such as NPD pipeline volume forecast, price protection orders allocation, ad-hoc target setting and general decision support for M&S and the ExCom.

What will you do – Responsibilities:

Volume Planning & Forecast

• Lead the One M&S Forecast, aligning with Field Sales and Marketing on clear assumptions.
• Communicate periodic Sales Plans to stakeholders and Senior Management.
• Manage forecasts for NPDs, LEPs, and line extensions.
• Collaborate with Supply Chain to create detailed sales plans ensuring product availability.
• Ensure sales assumptions and outlook are communicated to the field team/partners.
• Monitor and report on volume performance and ensure monthly forecasts are on track.

Sales Targets & Incentive Computation

• Calculate salesforce incentive targets (DSO/DP) based on the Sales Plan in alignment with Sales Capability.
• Set shipment targets by Distribution Channel aligned with the Annual Sales Plan.
• Review performance vs. target, recommending adjustments as needed in line with market trends.

Channel Planning

• Define and update Trade Channels, Segmentation, and Outlet types; maintain Sales System data integrity.
• Identify high-potential customers and key growth drivers.
• Simulate best scenarios for product launches and track performance of NPDs, LEPs, and other initiatives.
• Conduct trade inventory surveys to minimize returns and improve forecasts.

Master Data Management

• Implement and enforce Customer Master Data policies, recommending improvements.
• Maintain and manage Territory Master Data and Boundaries for optimal sales execution.

Business Support

• Develop and implement Sales Business Processes to achieve strategic objectives.
• Collaborate with Finance, IT, and Logistics to enhance business processes.
• Provide technical support for field coaching solutions and address ad-hoc requests across functions.

Performance Management

• Monitor and report on sales performance vs. forecast, providing insights to the Sales Leadership Team.
• Support Marketing Programs by standardizing outlet selection criteria and volume projections.
• Identify performance drivers, risks, and growth opportunities through cross-functional collaboration.
• Align and finalize adjustments to initiatives with Field Marketing and Brand teams

People Management

• Recruit, motivate, and guide the professional development of both direct and indirect reports.                            

Who we are looking for – Requirements:

• Degree in business administration, finance, or marketing.
• Fluent in Portuguese and English; French is an advantage.
• Minimum of 5 years of experience in FMCG or a similar sector.
• Strong negotiation skills.
• Proficiency in Microsoft Office.
• Excellent communication and interpersonal skills.
• Ability to manage teams and work independently.                              
                                      

  What are the next steps in the Recruitment process:

  Thank you very much for your interest in the role. You are welcome to apply.