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Commercial Planning Manager

What this position is about - Purpose:

The Commercial Planning Manager will give feedback and support from the back office to all commercial areas that are within the sales department in the Canary Islands. Drive the efficiency and the efficacy of all the support required in Sales such as commercial KPIs, volume forecast, pricing, distribution and visibility management, incentive plan, sales promotions, as well as any activities and tools to deliver and achieve ASP business objectives and build on reliable sources to contribute to take the best decisions.

He/she will develop, analyze, report, make improvements propositions related to all that relevant information (ASP, Monthly Operational Meeting, Field Sales KPI, Volume Forecast, Activities Effectiveness, Objectives delegation), for the rest of areas within the sales department can take rational decisions. Point of contact of Sales with the rest of the departments in the company, coordinating with all the rest of the teams all those market actions that may have a direct or indirect impact towards the daily operation of the areas. Follow up and control the investment in the Sales Department, as well as be alert in order to propose improvements for investments.

He/she will be responsible for proposing, controlling and following up the Field Sales Incentive Plan, together with the analysis and propositions to optimize JTI customer portfolio in CI (Route/ Frequency, customer Data / POS, Prospect), the analysis of commercial agreements with customers. Additionally, he/she will be the Single point of Commercial contracts for the Canary Islands (control and follow up of the contracts and agreements with customers (POS Visibility, Vending, WHS Plan, transfer orders).

What will you do - Responsibilities:

• Team management and communication
  Lead Commercial Planning team with strong business understanding and commercial mindset, developing team members, identifying priorities to cover needs in Sales area and implementing improvements in process and systems.
  Ensure good communication and coordination within Sales teams (Field Sales and Key Account), including process to start activities in the Trade with availability of materials and information. In addition, be accountable for the coordination & communication between Sales and the rest of the departments (Marketing, Finance, P&C, CA&C).
• Budget management
  Manage in an efficient way budgets assigned to Sales area (planning and actuals): Trade Allowances (Commercial discounts, TPRs, Key commercial agreements and Others), OPEX for Sales area, Visibility (fees) and Vending (audit, visibility and JTI own vending machines).
  SuperMET control avoiding any additional negative impact in terms of Excise tax, ensuring correct use of budget and commercial & promotional activities. Monthly alignment with Finance (FP&A). Anticipate potential impacts and assess changes or amendments in legislation together with CA&C.
• Analysis and reporting
  Analyze reports and data gathered from POS to identify trends and behaviors in the Trade. Ad-hoc analysis and presentations depending on business needs. Review results, detect deviations and propose corrective measures.
  Report monthly information to other departments (including OL/LE), mainly:
  - Forecast (18 months) FP&A and Logistics (anticipating alerts to avoid any potential OOS).
  - Trade Allowances -> FP&A.

• Systems (Portico and Power BI)

  Portico: alignment with IT and third party (Vincle) to ensure right performance with the local CRM. Manage changes in Portico about prices, discounts, segmentation, tasks, distribution, etc. Invoicing process for KAs and key Wholesalers.
  Power BI: manage to implement right dashboards in Power BI to follow up all KPIs (volume, prices, distribution, OOS, etc.) and maintenance of the system with correct information.

• Contract management and negotiation proposals
  Establish the process and control to ensure the right contract management, including systems to be efficient in terms of request and signature espacially with key customers.
  Be involved in internal meetings to develop negotiations with customers achieving agreements in the right documentation and covered by available budget.
  Compliance of contracts and compensation (all process aligned with Credit team, Accounting, GIP and GBS).
  Analyze and review processes related to contracts, compliance with agreements, reporting/solving all incidents or risks.

• Sales Incentives and objectives. CAP (Commercial Activity Plan)
  Analyze the evolution of the incentive system to propose improvements (Sales team including Field Sales team and KA). Lead Sales planning Team towards the achievement of the area objectives and will develop them to perform at their best. Support to select, motivate, train, retain and develop the team.
  Define monthly volume targets to Sales team. In addition, communicate H1/H2 targets (distribution, SOM, etc).
  Analyze timings related to tasks to be developed at POS, administrative tasks and others in order to have full vision and workload for the sales force.

• Route To Consumer and Business proposals
  Proactively contribute to optimize our customer portfolio and segmentation in Canary Islands market in terms of routes, frequency, visits and timings.
  Point of contact with the Region and Commercial Strategy to develop changes in Sales area, including RTC analyisis yearly.
  Challenge commercial proposals from Sales team guaranteeing the best return of investment and giving proposals and alternatives. Presentations for ASP, monthly Operational meeting, monthly Iberia meeting (shipments and TPRs), etc.

• Laws / External Standards
  Ensure administrative compliance and contract management through full alignment with Legal, Taxes and Internal Control.
  Manage year end closing to ensure Volume and OCC achievements (right shipments and right expenses/investment with right accruals).

Who are we looking for - Requirements:

• University Degree, preferably in Economics or Business Administration
• 6 - 8 years in sales and distribution areas preferably in FMCG companies
• Spanish & English Fluent - a must
• Preferably a background in finance, with commercial acumen
• Leadership skills, communication & cross-functional collaboration ability
• Budget management
• Negotiation skills, planning and organizing capacity
• Analytical ability, high analysis capacity and especially project management
• Experience in the team management
• High level of MS Office - PowerPoint and Excel

What are the next steps – Recruitment process:

Thank you very much for your interest in the role. You are welcome to apply.