Senior Business Operations Specialist

MISSION

This position exists to provide critical analytical and operational support to the commercial team, ensuring data-driven decision-making, effective sales tracking, and performance management across all channels. By consolidating forecasts, managing commercial budgets, and evaluating sales efficiency and incentive schemes, the role contributes directly to the company’s revenue growth, profitability, and long-term market share expansion.

Key contributions include:

• Monitoring and analysing sell-in, distributor inventory, and sell-out data to identify performance trends, gaps, and commercial opportunities.
• Coordinating sales forecasts across regions to align with strategic targets.
• Recommending and reconciling incentive schemes to ensure competitiveness and customer relevance.
• Managing sales force performance tracking and ensuring alignment of KPIs with business goals.
• Supporting procurement and commercial documentation processes to ensure timely execution of initiatives.
• Overseeing budget tracking and evaluating ROI to optimise commercial spending.

YOUR RESPONSIBILITIES

1. Business Strategy & Performance Management

• Support the development and implementation of business strategies to drive growth, profitability, and sustainable market share.
• Provide performance visibility through reports and insights to guide commercial decisions.

2. Sales Tracking & Forecasting

• Monitor net sales performance (primary sales, secondary sales, and volume).
• Track new product launches, channel performance, and distribution expansion.
• Coordinate with RSMs/ASMs to consolidate and validate monthly and quarterly sell-in forecasts.

3. Sales Incentive & Trade Scheme Management

• Reconcile and analyse customer discounts, incentive schemes, and rebate claims in collaboration with Finance.
• Propose enhancements or adjustments to trade schemes to improve competitiveness and channel effectiveness.

4. Sales Force Efficiency

• Monitor KPI achievement for the DSR (Distributor Sales Representative) team.
• Provide regular performance dashboards and support field force effectiveness initiatives.

5. Procurement & Documentation

• Prepare and process PRs (Purchase Requests) related to commercial activities.
• Liaise with Procurement and Finance to ensure accurate and timely purchases and documentation.

6. Budget Management & Commercial Effectiveness

• Track commercial budget usage against the plan and ensure spending efficiency.
• Evaluate return on investment (ROI) of trade promotions, activations, and other initiatives.

7. Distribution & Merchandising

• Support tracking and improvement of numeric and weighted distribution KPIs.
• Monitor merchandising effectiveness and support initiatives to enhance visibility and in-store execution

YOUR PROFILE:

• Education: Holds a university degree in economics or business.
• Experience: Brings over 5 years of hands-on experience in Sales Operations and Business Analysis, with a solid track record in managing and optimizing processes across General Trade, Modern Trade, and E-Commerce channels.
• Industry Knowledge: Well-versed in the Fast-Moving Consumer Goods (FMCG) sector, with a particular focus on Pet Food as a priority category.
• Technical Skills: Proficient in Microsoft Office, especially Excel, with strong capabilities in data management, reporting, and performance tracking.
• Language Skills: Functional proficiency in English is considered an advantage.