Sales controller

Our client, an international FMCG company is looking for Sales controller

PURPOSE OF THE JOB The purpose of the role is to ensure financial stewardship of the business through engaging in cross functional decisions through the preparation, presentation and influence of valuable analytical insights, which will ultimately impact the profitability and cash flow of the organisation, by acting as the key financial counterpart of Off/On Premise. KEY RESPONSIBILITIES 1. GENERAL:

• Guarantees full compliance with the Group Controlling guideline.
• Designs the SAP (GL, IO) and BI (Customer, Channel, SKU) systems and reporting setup to perfectly mirror the responsibilities in the sales organization.
• Measures and reviews the cost/benefit ratio of proposed Off/On Premise activities.
• Ensures a timely distribution of financial information (plan & actual) to budget holders by sending out reports, system access and presenting the information in regular meetings.
• Promotes efficiency in Controlling in order to minimize time spent for report generation and increases time for analysis, commenting and insights sharing.
• Supports the establishment of a true bottom up planning process and the development of a local planning calendar based on the group planning timetable allowing for sufficient review time and feedback cycles.
• Contributes to a high forecasting accuracy of BP/RE and long term forecasts.
• Builds a solid relationship with budget holders based on mutual respect and trust.
• Is driven through a service mentality by sharing insights, by supporting budget reallocations, by ensuring overall budget adherence, by acting as a facilitator to achieve objectives, by highlighting risks and opportunities, by providing financial simulations, by developing business cases for new projects and by upholding business budget guidance and policy.
• Manages fact and knowledge basis, spreads and exchanges information.
• Key User for SAP/BI, VCM (Value Chain Management), PET (Promotional Evaluation Tool)

2. MONTH END /YEAR END CLOSING:

• Maintenance of customer hierarchy in BI.
• Coordinates (consolidates and checks) monthly JAT and Trade Marketing accruals from Off & ON Premise teams incl. IFRS15 accrual).
• Analyses and explains variance of actuals vs Business Plan/Revised Estimate data
• Prepares actuals report and share it with key budget owners
• Addresses budget risks and opportunities (under/over spendings) to key budget owners
• Support with data during IFRS audit

PLANNING & FORECASTING:

• Coordinates the Business Plan/Revised Estimate/Latest Estimate data with budget owners.
• Supports and challenges the budget owners during the planning process
• Prepares year to go best estimates, considering reasonableness of plan and market conditions.
• Prepares forecast based on the S&OP process and articulates changes to plan.
• Highlights risks and opportunities within the forecast and appropriately challenges inputs and outputs where necessary.
• Ensures accurate forecasting and clarity of drivers, resulting in robust and timely decision making.
• Works in collaboration with budget owners to ensure the delivery to the Full Year plan each month.

4. REPORTING & ANALYSIS:

• Prepares the customer profitability report vs. RE/BP.
• Prepares the monthly accrual reconciliation (vs plan/agreement) and commentary.
• Contributes and prepares to the inputs and insights of the promotional evaluation tool (PET) quarterly.
• Calculates the customer, channel and SKU mix impact on the total P&L.
• Calculates the exposure between channels/customer.
• Calculates/reports the major KPIs (Financial Sales), net sales value (1N) basic exposure rate (2N), advanced exposure rate (3N) and value chain (VCM).
• Collects and evaluates vs plan DP margin/P&L reporting by distributor
• Collects and evaluates vs plan RB fund reporting vs plan by distributor
• Maintain quarterly reconciliation with DPs on price reduction fund due to Trade Law
• Aligns the plan and calculates/reports VC efficiencies with OFP & ONP teams

5. BUSINESS PARTNERSHIP:

• Acts as a contact and business partner for key stakeholders and their respective teams.
• Works closely with the various contacts, has a service mentality but also challenges them, asks questions, gives opinions, suggestions and insights based on factual information
• Collaborate with Key Account Managers to prepare and assess the viability of joint business plans of customers on an annual basis. Jointly responsible for driving the internal sign off for these investments.
• Regular review of short-term promotional trade spends, understanding delivery of customer profit and ROI by completing quarterly Promotional Evaluation Tool (PET) exercises which generate key financial and non-financial findings and insights
• Regular review of YTD, YTG and FY of 3N/AER performance, along with variance analysis and commentary on spend buckets.
• Works closely with the KAMs to calculate trade spend / promotional ROI, challenges the ineffective investment of trade spend and proposes changes to promotional investment based on insights on effective and efficient promotions.
• Maintenance and understanding of the value chain between major customers and pack sizes.
• Performs ad hoc calculations, for example impact of price increase, topline growth proposals and investment proposals with their respective impact on 3N.
• Calculates the new list price if a price increase is planned. Supports the price elasticity assessment by product and the volume impact due to price changes.

EDUCATION AND QUALIFICATIONS

• BComm or equivalent
• IT literate, excellent MS Excel knowledge, proficient MS Powerpoint knowledge, strong familiarity with any integrated business analysis tool (SAP BI, Hyperion etc).

KNOWLEDGE AND SKILLS

• In depth understanding of promotional mechanics and the related financial impact
• Highly analytical, financially literate and commercially savvy
• Ability to quickly identify and analyze risks & impacts and able to define alternatives
• Excellent communication and presentation skills. Capable of communicating precisely and effectively with internal stakeholders up to Director level
• Ability to influence others and hold people to set recommendations, guidelines or processes
• A structured and well-organized individual
• Must be self-motivated, self-directed and be able to work under pressure in a fast-paced team environment