Sales Analytics Manager
Purpose of Role:
To provide monthly reporting and analytical insight required to manage performance of Canadian sales broker. This includes working with various functional departments (Regional Marketing, Finance, and Executive) and Field Sales on process standardization, planning, analysis, identifying risks and opportunities and supporting ad hoc strategic projects.
Financial Responsibility
Consults with Canadian Executive, Marketing and Finance leadership teams. Work closely with Diageo and broker sales leadership by monitoring, tracking, analyzing, and troubleshooting sales performance KPIs in Canada.
Complexity of Role
Complexity is high (territory/account, products/services, sales or account management process) as stakeholders are across functions and include broker.
Management Responsibility
Manage team of 4 analysts, while exemplifying and modeling Diageo leadership standards. Work closely with Director to develop and implement new Sales Analytics function for Canada.
Decision Making
Anticipates & identifies opportunities or issues that potentially could add value or prevent the business from meeting/exceeding or under delivering against sales objectives. Decisions are guided by policies, procedures and business plan; receives guidance from and aligns priorities with senior management.
Key Outputs and Deliverables:
To support Canada executive, sales & marketing on a day-to-day basis with analytical insight and manage performance score carding of Canada Sales Broker.
Qualifications and Experience Required:
To provide monthly reporting and analytical insight required to manage performance of Canadian sales broker. This includes working with various functional departments (Regional Marketing, Finance, and Executive) and Field Sales on process standardization, planning, analysis, identifying risks and opportunities and supporting ad hoc strategic projects.
Financial Responsibility
Consults with Canadian Executive, Marketing and Finance leadership teams. Work closely with Diageo and broker sales leadership by monitoring, tracking, analyzing, and troubleshooting sales performance KPIs in Canada.
Complexity of Role
Complexity is high (territory/account, products/services, sales or account management process) as stakeholders are across functions and include broker.
Management Responsibility
Manage team of 4 analysts, while exemplifying and modeling Diageo leadership standards. Work closely with Director to develop and implement new Sales Analytics function for Canada.
Decision Making
Anticipates & identifies opportunities or issues that potentially could add value or prevent the business from meeting/exceeding or under delivering against sales objectives. Decisions are guided by policies, procedures and business plan; receives guidance from and aligns priorities with senior management.
Key Outputs and Deliverables:
To support Canada executive, sales & marketing on a day-to-day basis with analytical insight and manage performance score carding of Canada Sales Broker.
- Produce standardized monthly reporting package on sales performance KPIs including distribution, depletion and share of market reports.
- To strategize, develop, analyze, and review with key stakeholders (Sales KAMs, Executive, Marketing, and Finance); sales performance KPIs.
- Provide monthly depletion sales performance commentary and insight for Executive and Finance for inclusion in monthly BPM presentations to North America and UK central teams.
- To standardize and streamline practices, tools, resources, and communications within Field Sales Team.
- To facilitate sales growth by assisting Marketing and Field Sales Team by investigating business opportunities and portfolio strategy projects with external insights.
- To manage and mentor 4 Sales Analyst to develop, deliver, and maintain business performance review process and promote individual career development.
- Liaise with internal IS and sales teams to manage internal depletion reporting platform and retail / on premise account classification process.
- Manage Advertising & Promotion (A&P) measurement & evaluation (M&E) process for through the line programs, including analysis and presentation of key findings to Executive, Marketing, Finance & Sales.
Qualifications and Experience Required:
- College degree or equivalent work experience required
- Minimum 3 to 5 years commercial analytics required, preferably in Consumer Packaged Goods or Beverage Category
- Proven thorough understanding of retail and distribution dynamics
- Analysis of market and competitive data and application of insights to drive sales
- Proven success building relationships with internal customers to influence and negotiate in complex situations.
- Strong Excel skills required
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