Sales Business Analyst

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Job description

Job Description
The Sales Business Analyst develops tools to analyze the effectiveness and execution of sales, promotions, merchandising, and marketing programs by channels, markets, customers and products. Creates complex analytical models to test and evaluate the impact of proposed changes on revenues and profitability, including pricing, promotions, advertising, demos, and merchandising programs. Overlays data from retail market intelligence, sales activity, AOP/sales forecast and P&L to evaluate velocity-driving activities results versus spend. Participates in sales budgeting process and development of AOP.

Essential Functions & Deliverables

• Compares and analyzes multiple data sources to determine sales performance against AOP, trends, and risks. Provides Sales team with analytical decision support and makes recommendations.
• Ability to use and interpret syndicated data to include IRI, Spins and Nielsen as part of the reporting to Milton's management and understanding key product category trends.
• Develops analytical tools to automate, streamline, and increase the quality and accuracy of the AOP.
• Analyzes results of pricing and merchandising activities to include ROI, velocity and impact of programs.
• Summarizes promotional calendar history to support business reviews.
• Analyzes achievement of sales growth targets and new consumer acquisitions.
• Provides team with insights into national and regional trends, such as sales spikes seasonality by region, and others. Develops plans with Sales/Marketing team to correct variances in merchandising conditions (ad/feature, pricing, display), or barriers to promotional execution.
• Develops and maintains a database and other analytical tools to optimize pricing/merchandising, spending, sales forecasting, and AOP development. Analyzes variables such as retailer margin and pricing expectations, account pricing distribution for competitive brands, and weekly ads/promos for Company and competitors.
• Provides information and insights regarding pricing and competitor activities in the marketplace, e.g., promotions, quality levels, etc.
• Prepares reports and monitors POS trends, post-promotion analysis, optimal assortment, and provides seasonal/promotional guidance.
• Develops, executes and maintains internal control procedures to ensure accuracy and data integrity of pricing, trade, promotions, etc. Sets up, verifies and analyzes retail customer promotions execution including:

- Price promotions

- Digital programs

- Third-party demos

- Trade plan alignment with brand trade promotional plans (merchandising objectives).

- Other activities incremental to AOP

• Provides accurate forecast inputs for volume and revenue.
• Provides guidance to Finance on accruals. Identifies and reconciles variances in budgeted costs to billed activities.
• Investigates variances to ensure retailers and distributors promotions are correctly billed and accrued. Authorizes customer deductions for promotional charges and demo invoices

Other duties as assigned.

Scope

• Improves effectiveness and efficiency, as well as deployment of resources.
• Takes actions that lead to high levels of customer and consumer satisfaction; resolves issues immediately whenever possible, in accordance with level of financial authorization.

Experience and Skills
Background & Education

• Bachelor's Degree in Finance/Business preferred.
• 3 - 5 years progressive experience in related roles that require development of sophisticated analytical tools, comparisons and overlays of multiple data sources and variables (preferably in a CPG company/related industry).
• Familiarity with/exposure to retail promotional execution, including deductions, promotions, and reconciling related variances.
• Understands and has prior experience interacting with customers in a retail environment.
• Ability to work effectively within a fast-paced, complex matrixed, and changing environment.
• Ability to pull data from retail intelligence, sales activity/management programs, and enterprise financial/accounting systems, along with the ability to assess, interpret, and draw accurate conclusions

Experience

• Experience working in CPG industry.
• Experience analyzing, managing, and reporting transaction details (deductions) with UNFI, KeHE and DPI.
• Demonstrated abilities and roles that require:

- Working cross functionally and managing broker network and third-party vendors.

- Detail-oriented, with a strong focus on execution and results.

- Data analysis and report preparation; communicating data, trends and information succinctly and accurately.

- Prioritization and organization of workload to meet timelines in a rapidly changing and sometimes stressful environment with strict time deadlines.

- Communicating/coordinating efforts and work product with other functions.

- Collaborative and collegial working relationships with consumers and internal team members.

Prior experience working in smaller, entrepreneurial business environments.

Competencies, Skills and Other Requirements

• Advanced computer skills, including Excel, PowerPoint, database information sources and web applications.
• Excellent communication skills; able to send and receive information clearly and concisely.
• Sound judgment and maintain a positive approach.
• Self-starter/self-motivated, with high level of initiative.
• Positive, can-do attitude; cooperative and customer-service oriented - maintains professional demeanor and approach.
• Effective and pleasant communication style (written and verbal); ability to build rapport and relationships.
• High level of professionalism, attention to detail, and commitment to follow through.

Willingness to be "hands-on" and comfortable in a resource-constrained environment.

Physical Requirements

• Talking: Ability to express or exchange ideas and accurate information via phone, face-to-face, in meetings, and other informal and formal interactions.
• Writing: Ability to express or exchange ideas and accurate information in writing, including correspondence, spreadsheets, presentations, etc.
• Periodic travel to retail stores to observe market trend and collect data (approximately 5% - 10%).
• Movement: Position is stationary 90% of the time.

Fine Motor Skills: Constantly uses a computer/tablet and other office equipment, such as a calculator/10-key, scanner, printer, fax, etc. so must have manual dexterity and ability to enter large amounts of data using a computer.

Audible/Visual

• Ability to accurately interpret words, numbers and other data.
• Ability to clearly understand spoken directions and interpret meaning of conversations accurately.

Job Benefits
Milton's provides a generous benefits package to full time employees which includes medical, dental and vision paid-in-full for employees with an opportunity to buy-up for eligible dependents. Full time employees become eligible on the first of the month following their hire date. We provide $500 annually in employee's health care FSA with an opportunity for employees to further fund their FSA. We also provide long term disability insurance and a basic life policy worth $150k, and after 90 days of employment, a 401(k). Milton's has also been able to provide employees with an annual bonus.