Overview
– Partner with sales and marketing team to develop UBL Strategic Plan, Annual Plan (AP) and Rolling Forecasts.
– Undertake relevant assumptions, market research, collate and analyze internal performance and market data to develop hypothesis and forecasts
– Collate and scrutinize sales and marketing functions operating plans, requirements, forecasts, and budget estimates
– Collaborate with sales and marketing teams to finalize annual key performance targets and budgets (ex. sales plan, pricing, expenses etc.)
– Present targets and budgets to the management team for review and approval
– Provide financial insights and performance tracking for the Sales Team, focusing on volume, financials, and margin measurement.
– Review and monthly update sales and marketing operating plan considering business performance across key metrics, market situation and latest estimates (quarterly) to support sales growth/profitability
– Collate and analyze data against key metrics related to sales and marketing performance across portfolio, brands, channels and geographies
– Assess impact of changes to regulations, pricing and products on business profitability
– Identify variances in implementation of operating plan and business performance gaps of sales and marketing team quarterly; Conduct root cause analysis to identify reasons for the variances
– Discuss key finding/insights with sales and marketing team; initiate corrective action plan to manage deviations from business plan
– Present reports and discuss key insights with the commercial and OpCo management team to ensure data driven decision making
– Support sales and marketing team to conduct market research and required analysis for developing business case and implementation plan for new product launch
– Build business cases and perform Return on Investment analysis on commercial investments in brands and route to market
– Collect, consolidate, and prepare monthly forecasts, business performance and variance reports (month and quarter focus) for all brands, channels and geographies.
– Prepare Brand & State P&L and measure business performance against each component in the P&L.
– Understand ad-hoc requirements from the Director Finance / Sales / Marketing, Head of Commercial Business Control and other key stakeholders.
– Prepare various management presentations (ex. Board presentations, strategy meet presentations etc.) by collating and analyzing relevant information
– Prepare, manage, and monitor accuracy of sales and marketing MIS reports and dashboards
– Present management presentations, new product, research, and business performance reports to the management team
– Ensure sales and marketing team have access to key data required to successfully manage the business
– Highlight early warnings/opportunities related to the business performance and growth to the management team for enabling data driven decision making