Role: Manager Financial Planning &Analysis (FPNA & Commercial control).
Experience: 10+ years.
Academic Qualified CA.
Location: Noida.
Notice Period: Immediate to 30 days.
Job Description:
- Experienced in sales analytics for a food company.
- Proficient in preparing sales budgets, forecasts, pricing strategies, and expense management using advanced BI tools.
- Possesses strong quantitative and analytical abilities, capable of managing and analyzing large datasets to drive business objectives.
- Adept at data collation and aggregation from multiple internal and external sources.
- Handled export divisions, working closely with distributors and channel partners.
- Skilled in managing customer and trade schemes, ensuring effective distribution strategies.
- Able to work independently with distributors regarding the closure of agreements and value chain negotiations.
- Experienced in reviewing and confirming prices for direct orders.
- Capable of working independently on TME budgets based on market conditions and aligning them with distributors.
- Possesses experience in global financial planning and analysis.
- Commercially savvy, with a deep understanding of P&L implications.
- Supports sales teams with customer profitability, channel profitability, payback for promotional activities, and product margin analysis.
- Capable of rationalizing spends and optimizing costs associated with various schemes.
- Plays a key role in MIS for management support, contributing to the introduction of new products, exploring new geographies, and identifying new business opportunities.
- Provides decision support for management, ensuring sustainable growth through innovative ideas.
- Works independently with internal stakeholders on annual plans and budgetary matters.
- Advanced computer software skills, including writing macros in Excel and using other accounting packages.
- Adaptive and willing to work across different time zones to complete tasks efficiently.
Key Deliverables:
Annual budgeting:
- Reviewing annual Operating plans (AOPs)/sales budgets basis required growth, targeted market reach, obtaining Senior Management approval and ensuring alignment with the distributor.
Pricing Management:
- Developing products value chain (pricing) basis agreed markup and established Price to Consumer (PTC) of the products.
- Periodical review of PTC, basis historical sales data of retailers and to identify scope of price enhancement.
- Pricing analysis within brands, packs and segments to suggest a competitive price for old/ new brands.
- Coordinating with distributors to ensure price enhancement approval from respective regional authorities and ensure implementation of new pricing into the market.
Managing trade marketing spends:
- Reviewing financial and commercial feasibility of trade marketing proposals submitted by distributors on basis of budget availability, return on investment (ROI), historical ask, net pricing, competition pricing etc.
- Aligning trade marketing spends request with distributors for any modification and issuing the TME pre-approvals within short turnaround time.
- Developing brand-wise PNL for each distributor basis actual quarterly sales and estimated quarterly trade marketing spends and updating Senior Management about distributor-wise PNL.
Distributor Management:
- Ascertaining tentative markup for the prospective distributor based on existing profitability and benchmarking with other distributors.
- Assist in negotiation and closure of commercial terms with new distributor.
- Leading finance team to ensure proper onboarding of the new distributor concerning commercial SOPS.
Marketing and Sales Analytics:
- Provide insightful analysis of sales performance of brands (own and competitors) to highlight key performance/ issues across area/geographies and facilitate strategic initiatives for improvement.
- Measurement and evaluation of effectiveness of executed marketing promotions.
- Analyzing industry growth trends vis-a-vis own brands and competitors on monthly basis.
- Identify gaps, plan and design territory specific schemes to overcome competition.
Sales force enablement & effectiveness:
- Identify outlet gaps in width of distribution/ availability of brands in retail, bars and clubs for the ease of the sales team to focus for the month.
- Design motivating reward schemes for the sales team with parameters of target achievement (overall volume and focus brands volume).
- Identify outlet wise volume potential and plan monthly brand wise volumes to meet monthly regional sales plan (# of outlets 7000+).
- Evaluation of sales team performance on monthly basis and compute incentive payouts and rewards.
- Derive frequency of visiting outlets basis value potential of the outlet used to design PJP (Permanent Journey Plan) for better coverage of outlets by sales executive.
Forecasting Sales:
- Projection of secondary sales volume for a horizon of 3 financial years and estimate manufacturing unit requirements.
- Forecast yearly/ quarterly/ monthly/ weekly volume plans and identify opportunities & risks.
- Monthly volume plan for brands and packs prediction on industry growth trends and sales inputs.
Monthly Operations Review Report (MOR):
- Report on budget achievement, growth (volume and value) for the month and year till date.
- Executive summary highlighting environmental challenges and mitigation plan, market summary (Trade, Manufacturing, Supply Chain, Sales, Marketing) on what worked well/ what can work better vis a vis action points, issues performance achievements/ issues; to be submitted to the top management of the organization.
Route to Consumer (RtC):
- Project Lead for all regional implementation, requirements and smooth execution of RtC project.
Perfect Outlets:
- Segmentation of outlets based on Gross Sales Value (GSV) contribution to region.
- Selection of top outlets based on value and profile of outlets to be transformed into perfect outlets.
- Measuring parameters of Quality, Distribution, Visibility, Price, Promotion and Persuasion of an outlet and develop plan for improvement.
- Training sales executives and third-party auditors on guidelines of retail outlet planogram and evaluating.
Online Daily Sales Report:
- Measuring availability of brands in outlets on a weekly basis and provide targets to fill gaps.
- Measuring and monitoring coverage of frontline sales team.
Miscellaneous Activities:
- Prepare management presentations for review.
- Review monthly and quarterly financial reports of various oversee distributors.
- Maintain dialogues and working relationship with overseas distributors.
- Implement a Business Intelligence tool and dashboard reports.
- Support management team and the Heads of Department with data-driven analysis.
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