Customer Lead - Trade Planning & Management - FMCG

Exp : 9 - 11 Years

Functional Responsibilities :

- Head customer team and ensure efficient, effective and comprehensive support of North America beverage sales team

- Enable his/her associate's capabilities and enforce consistency in execution of key capability areas; TPM, trade spend reconciliation and forecast accuracy

- Ensure accurate and timely delivery of tasks regarding;

- Building effective relationships with the customer team is critical to success and therefore requires the Analyst to link with key contacts within the customer team to ensure strong customer based execution of tactical programs.

- Building and maintaining TPM planning models and communicating changes to internal finance staff to ensure alignment

- Ensuring that aligned events that require on-ticket pricing changes and/or off-ticket adjustments are entered into all applicable systems in a timely manner (TPM/Deal/Customer Portals)

- Becoming aware of business trends, economic conditions, customer developments, competitive activities, historical category learnings etc. to make forecast recommendations and highlight potential issues within the current Customer build

- Completing regular CDA and trade spend reconciliation reviews on a weekly/period and quarterly basis as well as regular pricing deduction reconciliation

- Assisting in delivery of planned net revenue, trade spend and MC objectives, in a manner that is consistent with the strategic direction for the business

- Provide on the job guidance, stewardship to the delivery teams on all activities listed in the sales shared service catalogue (SLA) and be personally involved in issue resolution and escalation; insure that the service catalogue for shared services is strictly adhered to

- Actively conduct on-going review of operational services to drive agility and effectiveness

- Ensure Sales organization stays connected with business by integrating front and back end services

- Monitor and report teams- performance to key stakeholders

- Focus the team against the speed of execution and quality of service delivery rather than achievement of SLAs

- Recognize opportunities and take action to improve delivery of work

- Implement continued improvements and simplifications of processes, standardization of reporting and optimal use of technology

- Scale-up operation in-line with business growth, both within existing scope, as well as new areas of opportunity

- Having the responsibility for ensuring the team customer forecast is accurate and reflects the latest thinking on in-market execution and underlying performance trends

- Manage expectations through verbal and written interactions with customer teams and his/her team members

- Create an inclusive and collaborative environment

People Responsibilities :

- Manage and motivate a team of associates

- Facilitate training across his/her team, as well as other support functions and groups

- Set individual targets with the sector and/or Division teams, and track goals

- Monitor SLAs and ensure timelines are met; develop and analyze key business drivers to provide insights to the functional head

- Accurate and timely generation of management reporting and dashboards for performance analysis

- Organize weekly/monthly/quarterly reviews for his/her associates to ensure continuous improvement in efficiency, effectiveness and overall integration of the work with markets

- Actively conduct on-going review of operational services to drive agility and effectiveness

- Drive comprehensive change management (identifying the need for change and the role each individual play)

- Assist Sector Sales Lead in developing on-going training and capability plans for associates in his/her charge

- Represent his/her Teams- markets in meetings with internal beverage leadership teams, steering groups and other client functions

- Responsible for the overall monitoring of sales back-office function; provide leadership from strategy to execution.

- 5-7 years of experience in Sales/Sales Management

- Bachelor's in commerce/business administration/marketing or Finance, Master's degree is a plus

- Prior Fast Moving Consumer Goods (FMCG) company experience required

- Prior People Management experience

- Analytical Skills: Ability to understand and translate delivery performance, identify opportunity & risks, and adjust develop and implement detailed accurate forecasts for demand/supply team

- Communication: Strong communication skills and collaboration skills

- Time Management/Organization: Solid capability to manage and prioritize schedule

- Support Systems Literacy: Computer literacy, Excel, Power Point, Word, ERT, Business Objects & SAP/ERP, willingness and ability to learn/quickly adapt to other internal support PepsiCo software systems

- Communication Skills: Communication across all formats (meetings, presentation, conference, planning session, weekly calls, direct communication with field, etc.)

- Strong Change Management Skills: Follow Up, Follow Through, Accountability, Sense of Urgency and superior customer service

- Ability to provide new ways of approaching situations and developing new efficient solutions

- Independent & motivated individual; ability to receive direction and convert into an action plan with coaching and feedback

- Develops strong relationships/partnership for overall success of the team & customer

- Requires a high level of analytical, critical thinking, and problem-solving skills as well as great attention to detail.

- Strong leadership and people development capabilities equipped with general interpersonal skills

- Highly organized and responsive, with ability to work to SLAs and tight deadlines

- Numerate thinker, good at data analysis with strong attention to detail

- Language skills - English fluent

- Excellent written and oral communication skills; proactively communicates using appropriate methods for situation and audience in clear, concise and professional manner

- Ability to work collaboratively and proactively with multi-functional teams

- Be flexible, organized and able to handle competing priorities

- Organization effectiveness