What are the Key Deliverables in this role?

Financial Outcomes

• Business Planning & Forecasting: Lead the development of the annual operating plan (AOP) and monthly rolling forecasts for the region, aligning with company objectives. Conduct detailed variance analysis, identifying key drivers of performance and recommending corrective actions.
• Revenue Management: Manage the distributor credit and collections process, minimizing overdue receivables and optimizing working. Analyze pricing strategies, promotional effectiveness, and trade spend to maximize revenue and profitability. Manage distributor margins and incentive programs.
• Cost Management & Profitability: Control and monitor regional expenses (Infra & trade promotions), identifying opportunities for cost optimization and efficiency improvements. Evaluate distributor ROI and recommend strategies to enhance profitability.
• Financial Reporting & Controls: Ensure accurate and timely financial reporting (monthly, quarterly, annual) for the region, adhering to company accounting policies and internal controls. Support internal and external audits.
• Lead one of the key central sales finance processes at national level (e.g. Market Damages & Expiry, Return on Trade Spend, Return on Infra spend, Credit, etc.).

Customer Service

• Sales Team Partnership: Provide support and guidance to the sales team, including sales forecasting, budgeting, performance analysis, incentive calculations, and trade spend management. Address sales team queries and requests promptly and accurately.
• Distributor Relationship Management (Commercial): Oversee the distributor network, ensuring effective distribution coverage, efficient logistics, and optimal inventory management. Manage distributor performance and drive distributor development

Internal Processes

• Sales Target Achievement: Drive the achievement of sales targets (volume, value, market share) for the cluster, implementing effective sales strategies and plans.
• Commercial Strategy Execution: Implement the company's commercial strategies and initiatives within the branch, adapting them to local market conditions as needed.
• Compliance & Risk Management: Ensure compliance with all relevant regulations, company policies, and guidelines. Manage risks and implement appropriate controls.
• Collaborate with cross-functional teams to drive process improvements and enhance operational efficiency.

Innovation and Learning

• Market Intelligence & Analysis: Analyze market trends, competitor activities, and consumer behavior to identify growth opportunities and inform cluster strategies.
• Commercial Strategy Development: Contribute to the development of commercial strategies and initiatives for the cluster, based on market insights and analysis.

What are the Critical success factors for the Role ?

• Chartered Accountant (first or second attempt)
• Min. 5+ years of post-qualification experience
• Strong understanding of FMCG sales and distribution models.
• Excellent communication, interpersonal, negotiation, and presentation skills.
• Ability to work independently and as part of a team.
• Working knowledge in SAP.
• Proficiency in MS Office

What are the Desirable success factors for the Role ?

• FMCG environment or related industry experience.