Description
Analytics:
• Sales analytics - Analyze sales on daily basis to track article-wise CMC development, maintain volume and profitability at a brand and POG level and take independent corrective actions whenever required.
• Marketing analytics - Carry out channel mix, POG mix and brand mix analysis at a region and salesperson level to achieve business goals and targets.
• Descriptive analytics - Carry out descriptive analysis at a weekly level to understand YoY/QoQ/MoM sales, CMC, brand, rim-size trends and design strategic initiatives to tackle challenges and achieve business targets.
• Financial modelling - Carry out financial modelling for specific business scenarios including but not limited to ROI calculations for volume growth, brand and size mix improvement and forecast financial performance.
• Forecast analytics - Carry out weekly customer-level forecast, deviation and accuracy exercise to maintain forecast accuracy at a market/national level.
• Performance analytics – Design and review KPIs for salesforce periodically and track salesforce performance at a bi-monthly level to take corrective actions/recommend improvements to senior management.
Management:
• Project management - Carry out end to end implementation of yearly national commercial policy and changes required by liaising with legal, pricing, retail, controlling, strategy teams and front-line salesforce.
• Support and advise senior management in developing and reviewing the yearly sales budget and rolling sales forecast including sales to budget variance analysis.
Reporting:
• Provide accurate region-wise sales data to market demand and market planning team to track product level 3M rolling FC accuracy.
• Carry out financial simulations including CMC analysis for controlling and strategy teams for new and ongoing business initiatives.
• Conduct customer-level sales variance analysis and provide data driven actionable reports to senior management.
• Provide customer level achievement, rebate and payout calculations at a brand, POG and size level to pricing, controlling and finance teams on monthly basis.
• Conduct quantitative analysis including but not limited to ROI, trending, identification and assessment of opportunity and risk, forecasting, regressions, correlation, cannibalization and probability modeling.
• Co-ordinate with all major business functions (TCS, MDM, Controlling, Strategy, Marketing, HR) to provide data, analyses and business presentations for senior management.
People:
• Interact with key external stake-holders: Customers (retailers, wholesaler and other channels), Vehicle and Tyre Manufacturer’s Associations to understand and predict market requirements and design strategic initiatives.
• Interact with and co-ordinate between internal functions (TCS, MDM, Controlling, Strategy, Marketing, HR) to ensure business tasks and processes are carried out effectively and in-line with compliance/audit requirements.
• Interact daily with salesforce (Sales specialist, Regional Managers, Head of Sales) to gain market knowledge, provide end-to-end data analysis solutions and track monthly and yearly volume and CMC goals and achievement.
General
• Use of Statistical tools to understand data and other information and present them in most effective manner for easy understanding and triggering actions.
Qualifications
• Postgraduate degree – PGDM/MBA with a focus on Sales and Marketing management, Economics or related subjects required.
• 2-4 years of experience in business analysis and/or pricing and sales management.
• Prior experience of working in different geographies across APAC region in tyre industry required (PLT and TT).
• Exposure to/understanding of business analysis in tyre industry required (to understand sensitive commercial policies, legal agreements and complex market environment).
• Practical experience in dealing with and working as part of multi-cultural teams across APAC region required.
• Advanced MS Office skills – Including Macros and VBA in MS Excel.
• PLT and TT product and market knowledge across APAC region highly preferable.
• Previous front-line sales experience preferable (to understand on-ground customer expectations, requirements and manage front-line salesforce).
• Knowledge of Continental internal systems and processes preferable – CRM, SAP, MARKIS, PROMT, PoMS, E-sign etc.
• Ability to co-ordinate and manage simultaneous data analysis requests of varying size and scope.
• Strong communication skills, both written and verbal, with the ability to convey complex information to a broad audience.
Continental develops pioneering technologies and services for sustainable and connected mobility of people and their goods. Founded in 1871, the technology company offers safe, efficient, intelligent, and affordable solutions for vehicles, machines, traffic and transportation. In 2018, Continental generated preliminary sales of around €44.4 billion and currently employs around 244,000 people in 61 countries and markets.
