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OVERALL PURPOSE OF THE JOB
Contribute to business growth of the zone through accurate business and financial analysis, pricing strategy, budgeting and performance reporting. Formulate a robust business plan and strategy achieving the operational effectiveness and business objectives of the zone
KEY RESPONSIBILITIES
Strategy Formulation
- Contribute towards formulation of business plan and sales strategy for the zone in line with company’s vision and stated objectives.
- Manage the annual budgeting and forecasting exercise for each market in the Zone and ensure the budget is in line with strategic plan in terms of volume, market share and segment size
- Develop financial intelligence metrics to monitor and measure the qualitative aspects of the company’s operations.
- Conduct profitability analysis, route to market analysis and projections, implement cost saving initiatives etc; consolidate and analyze results, prepare and present results to the Zonal Head. Use the analysis to define and drive actions/initiatives to improve Sales performance from a Zonal perspective
- Help the Zonal Head take strategic decisions by conducting deep dive business analysis on competitor strategies, changes in competitor pricing, market segmentation and trends. Suggest effective counter measures and evaluate pricing scenarios for each market, keeping in mind the market dynamics as well as the local [and if applicable, interstate] duty structures.
- Dynamically assess and advise the course correction required in execution of strategy when business is impacted by price change, taxation change, competition brand launches, supply bottlenecks and other market variables.
Pricing and policies
- Define pricing strategies by analyzing market opportunities in line with projected segment growth in brand volumes as well as profit.
- identify opportunities across markets - Markets with higher margins, shift to SKUs with higher margins, launch of additional SKUs for specific brands, launch new products, etc. to achieve strategic / annual deliverables
- Work closely with the regional teams in developing a comprehensive understanding of the local excise and sales tax policy framework for each of the markets in the Zone, ensure the compliance of the PRIPL brand pricing with the local state laws
- To evaluate proposed cost cards for each brand and ensure all cost cards for the Zone are prepared, updated and approved by HO Planning
- Compile a comprehensive and updated database of brand ECP / EDP for all the markets [with competition pricing] in the Zone and use the same as a base for pricing decisions. Also ensure accurate and adequate MIS on any change in competition price positioning or sourcing
Operational Excellence
- Proactively provide valid business data to sales team to ensure they understand the financial impact of their decision making and thereby impact operational excellence. Provide information and analysis of operational metrics, develop improvement goals to influence and direct focus towards operational targets that drive value orientation.
Dashboards and Business Performance reporting
- Develop and own performance management matrix and dashboards on trends, gaps, shortfalls etc to help support Sales team on an ongoing basis for effective business focus. Share best practices been zones to ensure consistency of approach.
- Review and analyze the brand volumes, market share and P&L as well as the expenses in all markets in the Zone, on a monthly basis; forecast likely issues or concerns and suggest course corrections
- To consolidate the LEs for all regions in the Zone and get the same validated by the Zonal Head prior to submission to HO Planning.
Stewardship
- To be a key contributor in the overall Zonal effectiveness on corporate governance. Assist in creating the IT road map of the organization.
KEY INTERFACE
INTERNAL
Sales and Marketing Team Finance Team Planning Team
KEY PERFORMANCE INDEX -
Planning
- Annual budget evaluations for every market in the zone
- Segment size and targeted market share projections
- Review volumes and market share and project risks
Pricing and policy
- Define pricing strategy
- Identify new SKU opportunities
Analysis and Reporting
- Analysis of P&L and variance
- Analyze monthly volume, market share and segment size and reporting thereof.
- NPD pricing and market share analysis
- analyze stock in trade and suggest optimum level thereof.
JOB REQUIREMENTS
QUALIFICATIONS:
MBA (Finance), CA/ CS
EXPERIENCE
- 8-10 years of total experience within the FMCG industry with sizable amount of experience in a large sized multinational company
- At least 5 years experience in business and financial analysis with ability to forecast market trends, analyze market data and see the bigger picture
- Hands-on experience on MS- Office advance tools, SQL Server 2005 and Research databases
- A result oriented business professional with a successful track record in the areas of business and financial analysis, financial support to Operations and strategic support to sales and marketing.
- High levels of accuracy and attention to detail, ability to prioritize work and meet deadlines
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