Business Planning Sales Analyst needed with food manufacturing sales background specific to Food Service or Chain Accounts.
The Business Planning Analyst is an internal sales role designed for a career path progressing into a sales and/or cross-functional management role. This position serves as the liaison from field sales to the cross functional areas within the company and is primarily focused on sales support, strategy, analytics, and business/operations planning. Specifically the BPA will provide analytical support/expertise to the Sales function and is the primary contact between the Field Sales, Management team, and other company internal cross-functional departments. This position will lead assigned sales and customer projects from start to end utilizing internal resources such Finance, R&D, Culinary, QA, and Procurement. In addition, the role of BPA is the voice of sales to senior management and the organization in respect to reporting customer volume, profitability, and key business drivers affecting sales revenue. The BPA will also work closely with Customer Service on Inside Sales Accounts.
Responsibilities & duties
Strategy and Planning: Act as an internal consultant responsible for identifying opportunities and risks in the market, supporting customer growth with analytics, developing/executing customer business plans, and understand financial implications of strategies.
Manage new item projects requested by sales managers, whether current or new customers, from origination of Project Evaluation Forms (Stagegate) to Product Specification Data. - Manage Pricing Process and Strategy - Ensure cost parameters are aligned with commodity markets, working closely with procurement to execute customer pricing.
Work standard – Able to provide insight into customer trends both positive and negative with causals. Intimately familiar with existing business and factors/variables that may affect sales. Provide representation in weekly sales and ops meetings, reporting to Field Sales any feedback from management, internal departments, and/or customer that may affect development work. - Sales strategy development. - Customer business plan development. - Sales budget development.
- Tracking results versus plan. - Help resolve service related issues.
Manage and generate daily/weekly/monthly customer volume reports by identifying key items shifts that positively or negatively affect sales volume. Identify specific causals that are impacting revenue results and corrective actions when necessary. Communicate this information clearly to sales function through written reports forecasting/supply management. Work standard – Consistently communicate with sales function and Management Team and report in real-time accounts and items that are impacting company volume. Act as the “voice of field sales” in the corporate office to cross-functional and Executive teams.
Manage customer communications between sales managers and company corporate regarding supply agreements, NDA’s, RFP’s, and floor stock agreements to ensure sales managers have information on requested delivery dates. Work standard – Ensure customer documentation is completed in its entirety by working closely with other cross-functional departments managing the customer’s time-line.
Manage item profitability reports and communicate in real-time to sales team customers/items that need attention.
Work standard – Review customer profitability by item with Finance monthly to insure that margins remain intact and that Sales is meeting or exceeding EBITDA targets.
- Develop selling materials e.g. presentations, brochures, website updates, etc..
Manage annual revenue/sales budget, ensuring deadlines are met.
- Efficiently manage top-line Trade, Revenue and T&E expenses within Budget
Work standard – - Identify and propose solutions for business needs on an ongoing basis - Monthly management and tracking (by customer by product) of sales performance against forecast (actuals vs estimate) - Ensure system accuracy related to sales/revenue and projected data - Leading quarterly and yearly Forecasting analysis review to enable vital decisions regarding pricing, promotion and distribution, based on trends, anticipated demand and performance
Desirable Bachelor’s degree in Business, Marketing, Finance, or related field. Master’s Degree (or pursuing)
Work experience & skills
Minimum of 2-3 years in analytical, planning capacity role.
Competent in strategic and analytical thinking
Strong background in Food Service and/or Chain Accounts
Ability to review and extrapolate data
Office 365, including exceptional Excel from reporting skills
Basic understanding of ERP systems
Demonstrated communication and interpersonal skills, both written and oral
Ability to work across functions e.g. Finance, Manufacturing, Procurement
Leadership experience and the ability to work in teams (i.e.Project management skills)
Strong organizational skills Self-motivated, results oriented
Strong organizational skills Financial acumen
Able to operate well under pressure and meet deadlines