Sales and Operations Analyst

We are currently seeking a reliable and detail-focused Sales and Operations Analyst to join our team.

Job Mission:

The Sales Operations Analyst plays a critical role in driving data-informed decision-making within the sales and operations functions of our manufacturing and sales company. This position is responsible for developing, maintaining, and refining sales forecasts; analysing sales performance and trends; setting and monitoring pricing strategies; and identifying opportunities for growth and efficiency.

By collaborating with international sales teams, business development managers, and cross-functional stakeholders, the Analyst ensures alignment between sales goals, supply chain realities, and overall business objectives. This role goes beyond data collection to provide actionable insights, highlight risks and opportunities, and support strategic planning to optimize revenue and margins. Additionally, the Analyst facilitates regular reviews with senior leadership and operations teams to align production capabilities with sales targets.

Accountabilities:

Sales Forecasting - Annual AOP, Quarterly Reforecasts completed 2nd week of new quarter/financial year.

Reporting and Performance Measurement - Dashboard of agreed metrics updated within first 5 business days each month

Review Meetings and Alignment - Weekly reporting of S&OP month to plan to SLT

Pricing Strategy and Management - Annual pricing review completed and agreed by business ensuring margins and profit ratios are achieved.

Responsibilities:

Sales Forecasting and Planning:

• Develop and maintain annual sales forecasts, incorporating inputs from international sales teams, historical data, market trends, and business intelligence.
• Perform monthly adjustments and quarterly reforecasts to reflect changing conditions, ensuring forecasts remain accurate and adaptable.
• Work with Operations to ensure manufacturing are planning to achieve the sales figures each month and highlight any risks or opportunities.
• Collaborate with global sales teams to gather forecast data, validate assumptions, and load information into ERP, CRM, and forecasting systems
• Report on forecast accuracy metrics, analyse variances, and recommend process improvements to enhance reliability and precision.

Sales Analytics and Insights:

• Analyse sales trends, product life cycles, and performance data to identify patterns, emerging opportunities, potential risks, and areas for improvement (e.g., underperforming regions or products nearing end-of-life).
• Provide proactive insights beyond raw data, such as highlighting "things to watch for" (e.g., seasonal fluctuations or competitive threats) and suggesting "possible wins" (e.g., cross-selling opportunities or untapped markets).
• Track and measure new product growth, including launch performance, adoption rates, and contribution to overall sales targets.
• Incorporate supply chain and production delays into sales projections, working with operations teams to assess impacts on upcoming targets and recommend mitigation strategies.

Pricing Strategy and Management:

• Set and adjust pricing in alignment with minimum margin targets, collaborating with regional business development managers and the Global Sales Manager to ensure compliance and competitiveness.
• Monitor and report on pricing effectiveness monthly, segmented by region and product family, including metrics like margin attainment, price elasticity, and revenue impact.
• Analyse pricing data to identify optimization opportunities, such as dynamic pricing models or promotional strategies.

Reporting and Performance Measurement:

• Generate regular reports and dashboards on key performance indicators (KPIs) including sales forecasts, accuracy, trends, new product growth, and pricing metrics.
• Present findings to senior management and stakeholders through clear visualizations, narratives, and recommendations.

Review Meetings and Alignment:

• Lead monthly reviews with the Senior Leadership Team (SLT) to discuss sales forecasts, performance metrics, production alignment, and strategic adjustments.
• Conduct weekly reviews with Spex Operations to monitor production capabilities against sales targets, address any discrepancies, and ensure timely delivery to meet demand.
• Facilitate discussions in these reviews to identify bottlenecks, propose solutions, and confirm that production plans support sales goals.

Cross-Functional Collaboration:

• Partner with supply chain, production, finance, and marketing teams to align sales forecasts with inventory levels, production schedules, and financial planning.
• Support budgeting and strategic planning processes by providing sales-related data and insights.

Qualifications and Experience:

Required Knowledge

• In-depth understanding of manufacturing, sales, and distribution processes in a global setting, including international market dynamics, supply chain logistics, and cross-border regulatory considerations.
• Knowledge of ERP systems, with experience in Odoo or similar platforms (e.g., SAP, Oracle) desirable but not essential.

Required Skills

• Detail-oriented, proactive problem-solver, adaptable to fast-paced settings, and committed to accuracy and ethical data practices.
• Strong ability to interpret complex data sets, identify trends, and translate insights into actionable recommendations.
• Excellent verbal and written communication, with the ability to present data clearly to non-technical stakeholders and facilitate effective meetings.
• Collaborative mindset, with experience in cross-functional and international team environments.

Required Experience

• Proven track record in working with international teams and handling global data sets.
• Familiarity with facilitating cross-functional meetings and reviews is preferred.
• Experience in sales planning or forecasting preferred.