This position offers the right person a unique opportunity to be a key financial influencer for NUSA’s largest customer team, facilitating key decisions related to sales and trade funds with a focus on ensuring profitable growth and adequate return on promotional investment. Financial oversight includes detailed event level planning, promotional spend review, forecasting, reporting, and ad-hoc customer analysis, with an emphasis on maintaining sound financial controls around trade budget spending. The position is instrumental in allocating resources, maintaining control of NPS, trade spend, NNS, and evaluating overall efficiency of trade plans. The successful individual will have a strong finance or accounting background, superior communication and people skills, ability to learn quickly, a solid understanding of Nestlé (or another FMCG/CPG business), managerial courage and the ability to deliver high performance work both within a team and independently. The Key Performance indicators are sales volume, real internal growth, organic growth, trade, and sales contribution. The key quality indicators are trade management, forecasting and customer service.
Work proactively with Category Account Managers (CAM) during annual planning, ensuring alignment with Commercial Action Plans and ROI thresholds for promotions.
Ensure promotional events are properly set-up and executed (based on contracts & yearly plans) on a timely basis in the trade management system (XTEL).
Review plan adjustments as needed throughout the year.
Ensure CAMs maintain trade events accurately throughout the year in XTEL.
Use trade analytics (promotion ROI analysis) to ensure efficient allocation of trade to planning accounts.
Collaborate with Sales Leadership to develop and refine strategic customer plans.
Drive monthly Business Review process, including analytical review of monthly/annual forecasts and promotional plan performance – leading to objective, timely and fact-based communication of volume/trade opportunities and gaps to the Divisions (via Monthly Issues Log).
Meet with CAMs/ Sales Directors to understand variances to goals, on both sales and trade. Communicate results and work with CAMs to develop solutions for driving sales or for adjusting trade activities to ensure goals are met.
Work closely with Trade Insight analysts on Post Promotional Analysis and collaborate with CAMs to improve promotional profitability.
Work closely with Division Finance team to understand overall changes in business strategy and impacts to customer, and targets
Work closely with CAMs to understand consumption data and identify base and incremental volume trends and their impact on financial performance.
Partner with WalMart NiM team on projects and deliverables across all Nestle operating entities.
Trade and Ad-hoc Analysis
Review sales and trade rate objectives (via weekly reports) to analyze and provide variance explanation, including understanding implications on customer profitability.
Review Unauthorized Deductions and work closely with CAMs to enable payback and eliminate future deductions.
Perform financial modeling and scenario planning to analyze cross-functional business results and opportunities.
Partner with CAMs to build and review incremental sales/trade opportunities.
Provide insight to improve forecasting accuracy.
Propose actionable solutions to business challenges by performing root cause analysis to identify and quantify value creation opportunities.
Project work, as needed.
Help drive annual account planning sessions.
Assist in account specific activities.
Focus on process improvements across Finance.
Automate manual data processes.
Establish and document best practices.
Travel estimated 20% (Planning Sessions/Business Reviews/Sales Finance team meetings).