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Commercial Planner - Planning


The commercial planner  is responsible for helping business leverage data and identify opportunities for improvement, spot trends, as well as recognize potential issues and offer solutions aiming towards improving efficiency, increasing productivity, and driving profits for the business.


Responsible for the preparation of 10 years Plans, SPs and APs,for volumes and selling expenses that minimize cost and maximize Revenue as well as the delivery of Strategic\Management Reporting, Market Insights, Standard Reporting, Ad-hoc Analysis, Target Setting\Splitting Process, Customer Commission Calculation and Sales Team commission calculation to evaluate the Sales performance & provide Business Insights in order to enhance the understanding of the business & improve the decision making at the senior management level.


Functional Responsibilities:


  • Review, Analysis & Compare sales performance for each market and area vs plans and previous years.
  • Follow up on the trends of the sales and utilize different monitoring tools for all sales segments in order to advise Heads of Sales about trends and suggested actions in a timely manner to exploit further opportunities for Sales Growth.
  • Lead the update of Market share model after alignment with Sales, Marketing and Finance teams on regular basis.
  • Prepare & communicate the monthly sales team targets together with Head of Sales.
  • Responsible for the calculation of the salesman commission.
  • Develops proposals for the commission scheme; calculates and compares results.
  • Prepare & communicate the AP, 3YP and 10YP per Month / SKU / WH / Market.
  • Prepare & communicate the AP & 3YP for TPRs and ACs based on the approved criteria with the commercial planning manager together with Commercial Business Control Manager & Sales Director.
  • Tracks sales information from distributors in order to allocate discounts and promotions on the system.
  • Responsible for Key Accounts & Distributors Commission Calculation Process.
  • Implement rebate agreement / Immediate discounts (Promotions) and communicate to the master data team.
  • Conducting managerial/standard sales analysis reports & prepare ad-hock analysis.
  • Assembles, analyzes and summarizes data in preparation for generation of analytical reports to assist the management to take the right sales decisions.
  • Design & present dashboards to Sales Management to view the big picture summarizing the respective key findings, market trends, ideas & general guidance.
  • Guarantee consistency, naming conventions, same look and feel and leverage the reporting quality across sales functions.
  •  Ensure a high-level of data quality and accuracy across all relevant data sources
  • Leads Commercial performance pre alignment meetings to discuss business insights & key findings.
  • Follow up on the competitors’ prices and activities (promotions, price increase, NPI’s, …etc.) in order to assess the impact on our plans.
  • Responsible for all global commercial reporting to Heineken Central teams.
  • Support in TPM activities (SAP Sheets, deployments, …etc.)
  • Lead, support & coach the sales support coordinator


Functional Competencies:


  • PowerBi and SAP experience is needed
  • Commercial Understanding
  • Planning Process Management
  • Integrated Supply Chain Understanding
  • Financial Understanding
  • Outstanding knowledge of essential business targets.




Leadership Responsibilities:


  • Connecting\partnering with sales teams, Finance, Marketing & CS&L with a win-win mindset.
  • Connecting with D&T department to design & present dashboards to Sales Management
  • Provide support, coach sales support coordinator


Job Segment: Sales Support, Supply Chain, SAP, ERP, Supply, Sales, Operations, Technology

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