Sr. Specialist Sales Operation

Purpose:

E2E Account operations is the foundation for a successful Wholesale business, enabling the Sales Organization to achieve its strategic goals. As part of the account operations umbrella, the Sales Operations team develops and implements best-in-class and future-oriented tools, processes, policies, and guidance to enable the countries to achieve operational excellence and commercial success.

This role will support the channel and sales teams to achieve strategic sales and market objectives by consolidate and report commercial data, support strategy and process optimization, and manage inventories and discounts. The role is responsible for ensuring business visibility and target tracking through the consolidation of sales and market share data, generating reports and analyses to facilitate quick decision-making. Additionally, collaborate in developing and implementing strategies for the company's profitable growth, measuring progress on defined KPIs and promoting the standardization and automation of processes.

Key Responsibilities:

• Data Consolidation and Reporting:

• • Ensure visibility of business and target tracking through commercial data consolidation (Sell out & Market Share).
  • Responsible for the quality of the collected data and its upload to the regional cube within the first three days of the week.
  • Generate Sell Out & Market Share reports and lead operational rhythms with the commercial channel to provide data insights that help the team take actions at the point of sale.
  • Provide reporting tools for Wholesale management, ensuring alignment and smooth interaction with the commercial team.
  • Generate reports and projections that include future trends by cross-referencing information from all Go-to-Market processes (Pre-Sale, Sell In, Sell Out, Market Share, IBP).
  • Measure progress on defined KPIs (SO, Markdown, Weeks Coverage, Blackholes, NOOS articles, Prices).

• Inventory and Process Optimization:

• • Ensure transparency on Excess Inventories Levels and allocation to Sales Departments with the highest possible net sales and margins without disturbing regular distribution.
  • Maximize net margin of remaining excess inventories foreseen for Clearance without disturbing regular distribution.
  • Analyse backlog coverage based on the IBP target by month to take actions, release or reserve additional merchandise.
  • Drive and promote the standardization and automation of processes according to Global/LAM benchmarks and best practices

• Sales Force and Discounts:

• • Define and track the monthly quota of the sales force and Store Coach, sending it weekly. Propose actions based on SO analysis to drive sales if target is not reached.
  • Align commercial discounts between commercial channels while respecting internal policies and the discount file sent by the marketing team (MOPS). Ensure that no discounts are placed on protected SKUs Carry Overs or Bestsellers. Set Discount proposals for slow movers and blackholes.
  • Support the team in analysing the data of the stores to define the stores to audit in the Perfect Store Project.

Key Relationships:

• FP&A, Demand Planning (DP), Supply Chain Management (SCM), Direct to Consumer (DTC), Marketing

Knowledge, Skills, and Abilities:

• University degree in Industrial engineering or business administration.
• Advanced level skills in Power BI and Macros.
• Ability to build relationships, both internal and external.
• Customer focus.
• Project management skills.
• Affinity for digital tools and e-processes.
• Strong organizational and analytical skills.
• Independent, proactive thinker.
• Commercially driven.

Requisite Education and Experience:

• 4 years of work experience, in commercial áreas
• Advanced level of english