Sales Business Analytics and Insight Senior Specialist

Job Description

Role Description:

Enable and empower the sales team by providing the analytical support and tactical roadmaps needed to close performance gaps and capitalize on growth opportunities.

• RTM Optimization: Lead branch-level RTM optimization projects to maximize field efficiency. This includes redesigning journey plans, identifying white-space opportunities to drive customer activation, and expanding reach into untapped areas.

• Operational Growth: Translate RTM insights into concrete field actions that result in higher store coverage, optimized call frequency, and a stronger competitive presence across all market tiers.

• Market Gap Analysis: Lead the “Market Gaps and Opportunities” sessions during regular business cycles. Use these forums to influence commercial strategy by presenting data-backed findings that challenge the status quo.

• Team & Distributors Recognition Plan: Develop and manage a robust distributor rewarding plan, including the objective assessment, ranking, and nomination of top-performing partners as well as best salesperson performance (STAR Program)

• Design and maintain a comprehensive executive dashboard for branch and distributor performance, integrating key KPIs such as coverage, volume, and drop size.

• Lead the “Visibility Project,” providing rigorous analysis of Share of Shelf (SOS) compliance, adherence to planograms, and Must Sales List (MSL) execution.

• Track competitor movements, transforming raw market observations collected from field sales team into strategic intelligence that informs our go-to-market approach.

• Aggregate and harmonize qualitative and quantitative data collected via field surveys, including Market & Competition Audits, On-the-Job Training (OJT) reports, and shopper observation logs.

• Act as the “Performance Catalyst” by managing the follow-up process for all branch-level action plans. Ensure that every identified gap has a clear owner, a defined timeline, and a measurable outcome, tracking progress until the target resolution is achieved.

• Ensure that insights gathered at the point-of-sale are communicated back to management to support agile decision-making and rapid course correction in trade execution.

• Integrate next-gen distributor management systems (DMS) into our central ecosystem for real-time visibility into secondary sales business partners such as distributors and sub-D

Skills:
ᴧ Education: MBA, Marketing, Industrial Engineering or related fields or qualifications in data analytics, data science or statistics is considered an advantage (Master`s preferred)

ᴧ Language: English, High Level of Working Proficiency

ᴧ Skills: Deep knowledge of Sales end-to-end processes and. Strong analytical and project management and facilitation skills,


ᴧ Experience: 3-5 years’ experience in Sales or Channel/Category Management, Business Analysis and insight experience. Knowledge of S&OP processes and strong cross-functional collaboration is preferred