Sales Support Manager

Job Summary

The SSM is responsible for compiling and analysing sales data, providing valuable feedback and actionable insights to guide management for making informed decisions to enhance the efficiency and effectiveness of sales activities. He/ She liaises with the IT Department to develop reports and supports through effective management of the Sales IT infrastructure and maintenance of micro level management information structures.

Job Responsibilities:

Data Management and Reporting

• Provide the sales team with the required reports, analysis and insights that enable them to increase overall sales revenue, volume and productivity.

• Ensure that all sales transactions are intact in SAP, Qlik Sense & Qlik view Systems.

• Provide the sales & merchandising team with sales KPI updates and produce sales analytical reports within the tight deadlines ( adhoc requests)

• Monitor the provision of relevant, timely and accurate management reports generated from Systems (BI, SAP, Qlik Sense & Qlik View) to relevant parties & related support to Sales, Marketing and Commercial.

• Provide actionable insight to guide the sales team on timely keying in data on the system and reporting sales data.

• Co-ordinate & monitor the compilation of HO & Regional management information relating to Cost Savings Plan.

• Follow up with the Channel Sales Managers and Sales supervisors on the RTM progress in terms of target vs achievement of the plan.

• Ensure that SS team upload the JCP updates (Create, Modify, review) for the Sales Routes on time with agreement of Sales supervisors.

• Ownership of the Master data (Creation, Deletion, Modifications) with alignment of Sales and Finance.

• Coordinate with the Sales team and prepare sales commission monthly reports

• Gather and analyse sales data in order to understand & diagnose the problems and address them proactively.

Data analysis and forecasting

• Develop reports showing expected sales and the potential effects of new strategies to aid in decision-making

• Analyse daily/weekly/monthly sales data, create sales forecasts, and make recommendations to optimize sales activities to increase market share.

• Break down the forecast received from the demand planner by branch/customer /sku and upload on SAP and SPERT.

Reports Development

• Coordinate with IT Department to develop sales standard and custom reports including channel, brand, sku and routes

• Handle the matters with IT and service provider.

• Proficient use of BI / Advance Excel in order to turn data into meaningful information (by applying Pivot table, X/H/Vlookups, LOGIC, SUMIFS, Countif, MIN/MAX formulae)

Projects

• Initiate and manage process automation projects

• Initiate and manage digital transformation projects.

Key Result Areas (KRAs)

• Quality and timeliness sales reporting

• Sales analysis: budget vs forecast vs actual

• Development and Monitor of Sales Reports.

• Smooth operation post automation projects

Key Interfaces of the role

Internal Interface

• Head of Sales, BDM, Channel managers, Sales supervisors & Sales team.

• Trade marketing

• Supply Chain

• Marketing

• Accounting and Finance

• HR

• Head Office Management.

• Supervisors, Peers, Subordinates & Other Departments.

External Interface

• AMG IT

• Service Providers.

Key Competencies

Technical Competencies

• Salesforce Performance Tracking

• Deep knowledge of Sales, Distribution and Logistics with firm understanding of retail trade dynamics

• Excellent hands-on Sales Training and Development experience

• Familiar with the key drivers of sales force effectiveness and the capabilities, processes and practices required to drive them.

• Data and Trend Analysis

• Microsoft Excel – Advance level

• Financial Forecasting

Professional Competencies

• Communication Skills

• Analytical Thinking (Problem Solving)

• Teamwork and Collaboration

• Result Orientation

• Communication Skills

Educational Qualifications

• Bachelor’s degree in Business Administration with Sales/ Marketing Majors

• Master’s degree in Business Administration with specialization in Sales/ Marketing

Professional Qualifications

• MS Excel, PowerPoint, Word Advanced level

Experience

• 8+ years of experience in Sales Support function including 3 years of experience in leadership role at the respective area at FMCG company.

• Proficiency in written and verbal Arabic and English language