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Please, apply by 15TH December 2024
Local applicants are welcome
Job title: Commercial & Channel Planning Manager DRC, Angola & Mozambique
Department: Sales
Location: Luanda
We are looking for a Commercial & Channel Planning Manager DRC, Angola & Mozambique to join the ambitous & passionate JTI DAM Team.
What this position is about:
To be successful as a Commercial & Channel Planning Manager DRC, Angola & Mozambique the incumbent will 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 on a periodic basis; 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.
Responsibilities:
1) Volume Planning and Forecast
•Accountable for the One M&S forecast and align clear forecast assumptions by coordinating with Field Sales and Marketing;
•Provide periodic communication of Sales Plan to other stakeholders and Senior Management;
•Manage sales forecast for New Product Development (NPDs), Limited Edition Packs (LEPs) and other line extension;
•Create detailed sales plan together with Supply Chain team to ensure product availability;
•Ensures assumptions and management directions in relation to the sales outlook are communicated down to the field team/partners;
•Inform the Sales Leadership on the latest volume performance;
•Ensure forecast for the months is on track;
2) Sales Targets and Incentive Computation
•Based on the Sales Plan, compute various Sales Target for salesforce incentives (DSO and DP) in alignment with Sales Capability;
•Establish shipment targets by Distribution Channel on a monthly basis in line with the Annual Sales Plan;
•Review and assess actual performance versus target and identify if there is a need of adjustment target adjustment considering on Market trend that is aligned with Sales Director;
3) Channel Planning
•Develop, implement and update classification and definition of Trade Channels, Trade Segmentation and Outlet types and maintain the integrity of the data hierarchy in the Sales System;
•Identify high potential customers and key business drivers to capitalize on growth opportunities;
•Provide simulation of the best scenario for the launch objectives (reference period, criteria for distribution, volumes etc.;
•Monitor the sales performance of NPDs, LEPs and other new launches (package change, etc.) and ensure that pipeline volume are computed correctly, and allocation are done properly to ensure demand;
•Ensure regular survey on trade inventory, avoiding market returns and facilitate sales forecast;
4) Master Data
•Implement Customer Master Data processes and ensure the policy is adhere to, continuously review processes and recommend improvement opportunities;
•Responsible for the maintaining and management of Territory Master Data to support the implementation of the territory approach;
•Establish process for the setup and maintenance of Territory Boundaries;
5) Business Support
•Develop and implement set of Sales Business Processes defined to assure strategic objectives achievement through consistent planning and execution procedures and systematic tracking and evaluation;
•Collaborate with Finance, IT, Logistics to identify new functionalities and solutions to enhance Marketing and Sales business processes;
•Assist Sales Capability Team by providing technical support in the deployment of field coaching solutions;
•Regularly provide appropriate support to JTI & DP personnel to ensure correct data understanding;
•Process Ad-hoc requests from the various functions (RTM, Sales, Marketing, Logistics);
6) Performance Management
•Monitor the Sales performance against forecast on a periodic basis;
•Provide commentary on sales achievement to the Sales Leadership Team;
•Provide support on Marketing Program initiative by creating a standardize criteria selection on target outlets and volume projection;
•Identify drivers of performance + risks/opportunities for growth thru cross functional collaboration;
•Discuss and finalize with Field Marketing, and Brand proposed programs and/or solutions, including adjustments to current planned initiatives;
7) People management
•Recruit, motivate and guide the professional development of the team reporting directly and indirectly to the incumbent;
Who we are looking for – Requirements:
• University Frequency or degree in business administration, finance, or marketing;
• Fluent in Portuguese, English will be an advantage;
• 5 years or more experience in FMCG or similar sector;
• Strong negiotation skills;
• Proficiency in Microsoft Office;
• Strong communication & interpersonal skills;
• Ability to manage teams and work independently without supervision;
Who we are looking for – Requirements:
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