Commercial Planning Manager at Japan Tobacco International (JTI)

PURPOSE

• The incumbent will plan cycle activities in line with Brand/Trade/Distribution strategies & plans,as well as lead activity recommendations process implementation.
• He/She will be responsible for systems deployment and management of the activities annual calendar update as well as the allignement for integration in corporate CRM tool (TME).He/She will be responsible for
• Sales budget monitory,consolidation and using analysis of sales performance dashboard and KPIs for commercial planning.
• He/She will also be responsible for managing distributor or trade bonus schemes and loyalty programmes.
• The incumbent will have the global commercial planning activity overview in order to ensure effective execution being the contact person between marketing and field force (FF), securing all the information provided has a comercial focus and maintaining strategic goals.
• He/she will be also responsible of ensuring clear goals and KPI´s for sales activities, helping stakeholders to evaluate results and ensuring effective execution.
• The incumbent will develop a closing working relationship with Brand/Trade/Field teams in order to integrate programms, manage field force comercial activity planning tool, anticipating field force time dedication, future deviations and recommending visit time to guarantee intensity in channels.
• He/She is responsible to extract info from the CRM tool to compare and analyze results vs planning, providing future recommendations.

Functional Skills

• Excellent interpersonal and communication skills
• Strong analytical mindset and strategic thinker
• Excellent planning and organizational skills
• Proficiency in the use of Excel (advanced level), MS Access, Power BI & MS Powerpoint

MAIN AREAS OF RESPONSIBILITY

Commercial Planning

• Secure an effective commercial planning process through the leadership of planning meetings by combining marketing strategies and commercial priorities.
• Guarantee an effective mix between national and local activities per month with a correct time planning per activity proposing corrective measures when necessary.
• Secure a balanced content for the visits. Lead Marketing & Field full year commercial calendar by fixing clear priorities.
• Take into account specialists' feedback to improve flow within each visit through the info consolidation detecting possible corrections and improvements.
• Involve specialists in Planning meetings with Marketing to align contents for the visits and anticipate possible deviations before pre-Cycle meetings.
• Keep the closing working relationship within Marketing & Field in order to integrate programs in an appropriate way across business cycle and influence them to meet deadlines.
• Guarantee correct flow for KPIs meetings ensuring a proper consolidation for the different activities within each cycle.
• Anticipate information and possible deviations in advance to avoid changes of plans.

Performance analysis for Sales functions

• This position is responsible for providing sound analysis of sales performance.
• S/he is monitors, follows up and consolidates the weekly, monthly and yearly Sales report.
• Create dashboard for In Market Sales, analyse interprete and draw inferences from sales report across all regions.
• Position is the stakeholder of budget flow/monitoring and the guardian of budget safety vs AP or LE budget.
• S/he will work closely with budget owners from M&S for alignment & monitoring.
• S/he will be the point of contact and work closely with Finance for monitoring, consolidation, reporting & follow up.

Deployment of TME / other systems

• Position is in charge of deploying the IT system for Trade Marketing and Sales in close touch and alignment with Trade Marketing and Sales Managers.
• Provides added value beyond the data extraction from the Commercial Activity Planning Tool (CAP) tool.
• Compare and analyze results reported within TME, Connect the monthly plan and the annual goal
• Leads planning interpretation to anticipate deviations and action guides for the areas
• Challenge schedules to avoid future deviations and be a source of value for BAs, ASMs and Management regarding differences between areas.
• Coordinate Sales Team engagements status meetings, meeting minutes, coordinating key topics, follow-ups and drive all field force engagement plans in coordination with P&C
• Ensure proper marketing briefings of sales and marketing program requirements
• Collaborates with IT on the reporting requirements (new App and customer survey) and how to improve this.
• Follow-up on all KPIs and acts as key link between Sales, Marketing and SLT.

Minimum Requirements

• University Degree in Marketing, Business Administration or any related field.
• Minimum 7 years (2-3 years as a manager) in a sizeable FMCG company and a cross functional experience of Marketing and Sales (Planning, Brand & Trade).