OVERVIEW
Build a comprehensive business forecast for Export markets, by distributor / Channel in Units and Value
Work with the Commercial Managers / Key Account Managers to monitor and update the forecast – leading to a Sales Trend
DUTIES & RESPONSIBILITIES
- Reporting to the business unit manager, ensure Division business forecast accuracy by following and challenging KAMs sales monthly forecasts, on baseline, promotions/activations, and launches.
- Develop deep customer knowledge on supply rules and policy, timelines, stock equation, buying patterns and activation plans.
- Aggregate the total sales forecasts in units and consolidated sales, then analyze all available facts & figures to identify potential gaps.
- Analyze secondary sell out to identify potential gaps and opportunities and highlight to business partners.
- Communicate objective feedback, propose adjustment to key stakeholders (GM, Sales, Supply, Finance) and validate the sales forecast
- Build a realistic & Bottom-up vision of sales by key-account / channel, independently from other planning exercises (budget trend, procurement plan, sales objectives), specifically from Sales Objectives.
- Build a promotional / activation plan for each key account/channel in-line with the brand strategy & RGM guidelines, for a rolling 18 month horizon
- Refresh forecast monthly, analyzing sell-in, sell out, and stock in trade performance
- Work on the forecast collaboratively with the teams while being customer centric, focusing on the retailers
- Respect yearly and monthly deadlines, to integrate Business Planning in Budget/ Trend and Forecast/Validation meetings.
- Monitor and align on the Stock in trade targets to be in-line with the business & retailer strategy
- Build and maintain Business Planning tools and processes.
KNOWLEDGE & EXPERIENCE
- Must Have Market Planning / Demand Planning experience in a retail & Distributor environment
- Understanding of Sales Targets build-up
- Understanding of in-market activations and it’s impacts on retailer buying patterns
- Good Financial understanding – Price structure, Gross to Net
- Product knowledge / experience in cosmetics industry is good to have
SKILLS & ABILITIES
- Must have excellent written and verbal communication skills with strong capabilities to collaborate within and outside the organization
- Well versed in Time Management with high Organizational Skills
- Analytical skills in forecast management and stock / sales analysis
- Proficient in advanced MS Excel, MS Access & Power BI
- Should be able to prioritize and multitask in a fast-paced environment
- Must display good negotiation skills