Sales and Commercialization Analyst

Fish Recruit; Toronto; On-site; CAD 70,000 - 90,000; Full time

Job summary

A leading recruitment firm in Toronto is seeking a Sales and Commercialization Analyst. This role is crucial for enabling the organization to understand sales performance, react swiftly to insights, and manage product launches effectively. The ideal candidate will have extensive experience in sales analysis within the consumer goods sector and possess strong analytical and communication skills. Opportunities for growth in sales and marketing strategies are key components of this role.

Qualifications

• Minimum of 3-5 years sales analysis experience.
• Excellent communication skills.
• Strong organizational abilities; handle multiple priorities.

Responsibilities

• Lead analysis of all sales and marketing efforts.
• Oversee data management and reporting.
• Collaborate with sales, finance, and customer teams.

Skills

Analytical thinking

Time management

Sales analysis

Communication skills

Problem solving

Education

Post-Secondary Education

Tools

Salesforce

Excel (Pivot Tables, Power Pivot, Macros)

PowerBI

Job description

Through a combination of sales, marketing activity, and insights analysis, and careful management of the commercialization and seasonal processes, the Sales and Commercialization Analyst will enable an organization that :

1 – thoroughly understands our results and areas of opportunity

2 – can swiftly react and adjust plans based on the latest data & insights

3 – delivers new, returning, and seasonal products to customers right first time, on time, every time

The Sales & Commercialization Analyst will enable the above and support the Commercial organization by mining data, preparing reports, and collaborating across departments to identify new trends, solutions, opportunities, and customers. This role involves leading analysis of all sales, marketing, and customer service efforts, leading seasonal processes, leading the commercialization process, ensuring accurate and timely internal planning activities and product launches.

To meet objectives, this individual must have a strong analytical background and be well-versed in the CPG landscape, with a strong understanding of Retail and Food Service channels and must develop strong cross-functional knowledge and relationships with Sales, Marketing, Customer Care, R&D, Operations, Finance, Quality, and Management. They must be a person who takes initiative, demonstrates strong organization and time management, and is constantly seeking ways to evolve and challenge the status quo, finding and creating opportunities that will deliver sales growth. .This summary is not an exhaustive list of responsibilities, and it is to be expected that the role will evolve as the organization continues to evolve.

Key Responsibilities

DATA ANALYSIS

• Data Management & Reporting : Consolidate and aggregate data from multiple sources into digestible formats. Utilize internal and external data sources to accurately report on business progress related to budget, revenue, and margin delivery. Track, analyze, and share coherent, intelligent reports and scorecards by compiling data over time (period / product / channel / forecast). Prepare weekly sales reports, seasonal reports, and store-level reports for both major and non-major accounts.
• Consumer & Shopper Insights (CS&I) : Lead CS&I efforts across all customers in collaboration with sales and marketing. Collect and analyze competitive intelligence to inform business strategies, such as promotional activities. Support business needs with insights as required.
• Sales Analysis & Forecasting : Publish all weekly and monthly reports in agreed upon timeframes. Analyze internal and external information to uncover sales opportunities and work with the sales team to implement and action against them. Lead sales forecasting, working cross-functionally to input into the Demand Planning process. Contribute to promotional planning process and trade spend analysis to ensure effective use of trade spend. Develop and implement KPIs for outbound sales calls and make recommendations for areas to drive effectiveness. Report on sales vs the plan throughout the year. Constantly seeking ways to improve upon reports, improving efficiency and effectiveness.
• Analysis of Marketing Programs : Track and measure performance of marketing tools and programs, as well as executional elements, such as test stores, etc.
• Salesforce Ownership & Management : Ownership of Salesforce, identifying opportunities to leverage it as a tool to analyze sales results and identify opportunities. Generate actionable, value-added reports for Customer Care & Sales using Salesforce. Train cross-functional team on how to utilize Salesforce and Salesforce reports. Add new Salesforce users, provide access, and update customer information as informed by the sales and CSR team. Work closely with the Salesforce team to update new releases and versions and generate complex reports.
• Collaboration & Coordination : Collaborate with sales, finance, supply chain, and customer teams to ensure accurate and efficient dissemination of sales reporting. Build and architect retailer proposals in collaboration with the commercial team. Participate in the annual business planning process and any revisions to plan.

SEASONAL

Ownership of Seasonal Newsletter Process Prepare assortment recommendations for each season, gaining alignment from ELT and cross-functional stakeholders. Host regular cross-functional seasonal meetings, ensuring the team follows steps and timelines in the process. Work with Marketing to ensure accurate seasonal newsletter output; oversight of the physical newsletter development. Send out seasonal newsletters to customers using email marketing.

Seasonal Forecasting Develop sales forecasts that are thoughtfully created based on prior history; share internally with appropriate teams for production planning.

Seasonal SWOTs Conduct post-mortems and SWOT analysis post-executions to gather cross-functional feedback and align on future executions / seasonal programs.

COMMERCIALIZATION

Commercialization Process Lead the commercialization process for new, returning, and seasonal items, ensuring product launches happen right, on time, every time. Host kick-off meetings and regular weekly commercialization meetings to ensure follow-through and adherence to critical path timelines with all customer and internal checkpoints / key milestones being met along the way. Act as a one-stop shop for commercialization process visibility among stakeholders. Ensure all stakeholders are clear on their responsibilities and hold them accountable to completing tasks within the timelines. Continually seek ways to improve and evolve the commercialization process.

Graphics Management Oversight of graphics, ensuring photography for all published materials meets brand standards. Photography of products as business needs require

Coaching & Development : Coach team members to help their development with tools such as Excel, Salesforce, etc., and empower them to access information independently. Assist in coaching team members in Sales and Commercialization areas to help them gain cross-functional experience.

Key Qualifications

Education : Post-Secondary Education preferred

Previous Work Experience : Minimum of 3-5 years sales analysis experience, with a consumer-packaged goods company and / or market insights company

Intermediate / advanced analysis, presentation and mathematical skills required.

Advanced problem solving and analytical skill set.

High level of organization and time management, attention to detail, sense of urgency and proven ability to problem solve.

Food, Beverage or Consumer Goods manufacturing analysis experience an asset.

A penchant for data with a mathematical mind in analysis, statistical forecasting, S&OP cycles.

Demonstrated ability / comfort level with complete ownership over analysis and forecasting functions.

Excellent communication skills, both oral and written.

Excellent organizational abilities; able to handle multiple priorities and meet deadlines.

Strong communication skills, both oral and written with the ability to work with several internal and external customers simultaneously.

Strong computer skills, especially in Microsoft Office, Excel (Pivot Tables, Power Pivot, Macros), PowerBI, navigating proprietary data systems, ERP systems (or ability to learn).

Experience as an advanced user with CRM tools such as Salesforce.

Comfortable in a transformational change environment and able to bring forward-thinking ideas and take action to improve current processes.

Ability to collaborate cross-functionally and coordinate efforts around reporting process improvement.

Experience in ERP implementation is an asset.

Track Record : Proven track record in driving sales growth through sales analysis.

Experience with commercialization processes and steps required from ideation through to launch.

Some project management experience is an asset.

Assertive, well organized and highly proficient using Excel, Salesforce, internal POS, external POS.

Investigates problems, finds root causes, and develops solutions.

Ability to work independently and in a team environment. Must have the flexibility to adapt to changing customer demands.

Flexible and adaptable to meet the needs of the organization.

Required Skills : highly organized, ability to prioritize, negotiation, persuasion, analytical thinking, judgment and decision making, strong business acumen.

Team Player : Team player with exceptional attention to detail and a high interest in ensuring excellent customer service levels. Demonstrated ability to collaborate with a broad range of individuals and styles.

Perpetual Learner : Frequently read texts (both print and non-print) include trade magazines, newsletters, journals, planning documentation, financial statements, international standards, trade terms and regulations.

Software & Tools : Proficient in entire suite of MS Office. Must be proficient in Salesforce and have experience navigating different sources of data, from internal data, syndicated data, to customer POS data and customer loyalty (eg : LDIA, Retail Link, etc).

Multi-Tasking : Strong ability to manage multiple projects and evaluate priorities. Ability to work independently with minimal supervision, and effectively deal with ambiguous situations.