Manager FP&A

Academic Qualified CA

Candidate who has worked

1} Sales Analytics for a FMCG company in food and beverage space of 500 crores plus size.

2} Worked in the Domestic / Export division handling distributors, channel partners, dispensing customer and trade schemes

3) Worked on sales budget analytics (revenue) as well as rationalization of spends (cost optimization of schemes)

4) Possesses data collation and aggregation skills from multiple sources both internal and external to the organization.

5) Comfortable working with large amounts of data and run historical analytics as well future trend progression to drive business unit objectives.

6) Sales AOP, Forecast, Pricing, Expenses

7) Working with Head Sales, Preparing various reports through BI Tools

8) Strong Quantitative & Analytics abilities

9) Experience with Global Financial Planning & Analysis

10) Adaptive, willing and able to work with different time zones to get the work completed.

11) Advanced computer software skills, including writing macros in Excel and other accounting packages.

Key Deliverables

Annual budgeting

• Analyzing 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
• 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 .

• 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

• Perform 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:

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

Miscellaneous Activities:

• Prepare management presentations for review
• Prepare 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

Travel Requirements

As per business requirements

Working hours & days - Monday to Friday.

- Support India, Middle East, US (Should be fine with stretched hours)

Preferred candidate profile