Job Description

Role Purpose

Own channel-level commercial performance management and trade spend governance by (i) driving in-month sales performance, forecasting, and month-end bridging at channel view, (ii) owning end-to-end trade spend budget and master promo calendar, (iii) being accountable for promo accrual governance, and (iv) leading strategic initiatives and cost-to-serve (channel) methodology to support profitable growth.

Key Responsibilities

A. Sales Volume Performance, Forecasting & Closing Bridging (Channel)

Lead in-month channel performance reviews (volume/mix/price/customer/channel drivers), identify gaps-to-target, and recommend commercial actions.
Own forecast challenge & validation by channel (base/upside/downside), ensuring alignment with approved promo calendar and planned initiatives.
Own month-end closing bridging: reconcile actual sales volume vs plan/forecast; quantify drivers (volume/mix/price/customer); refresh forward outlook and risks/opportunities.

B. Trade Spend Budget Ownership & Promotion Management (Channel)

Own the single version of truth for approved trade spend budget and maintain master promo calendar (end-to-end), ensuring linkage across planning, accrual, and performance evaluation. (Internal improvement materials emphasize visibility by activities and alignment from budgeting to realization.)
Partner with Sales/Trade and Product Category to review and validate promotion plans, ensuring financial feasibility and budget sufficiency.
Own pricing & trade terms governance by channel (guardrails/standard terms framework and commercial rationale), and assess impact to channel performance and trade spend efficiency.

C. Promo Accrual Governance (Accountable) & Performance Monitoring

Accountable for promo accrual governance: ensure accuracy, completeness, correct timing recognition, and adequate supporting documentation.
Run mid-month true-up/down and month-end close process for promo accruals, ensuring alignment with latest execution and approved activities. (The improvement flow explicitly includes accrual, claim validation, and close accrual steps.)
Monitor promo realization and evaluate ROI/effectiveness at channel level; recommend stop/extend/scale decisions and quantify financial impact.

D. Cost-to-Serve (Channel) Methodology & Strategic Initiatives

Own cost-to-serve methodology at channel view (drivers, model assumptions, scenario analysis, target setting); translate outputs into actionable commercial levers.
Lead financial assessment for strategic initiatives / new area entry: business case, required investment, operating model economics, and KPI design; hand over execution monitoring to O2C Governance role as required.

E. Continuous Improvement & Performance Tooling (Topic-dependent)

Drive analytics automation and reporting standards for channel performance packs, trade spend visibility, promo planning and accrual tracking (workflow controls remain under O2C Governance for claim/AR/dispute).

4) Key Interfaces

Sales (Channel Leads/KAM/Regional), Trade Marketing/Trade Team, Product Category, Supply/Planning (S&OP), Accounting, Tax (alignment), O2C Governance Manager.

5) Key Deliverables

Weekly/monthly channel performance pack (volume/mix/price/customer drivers)
Forecast validation pack and risk/opportunity register
Month-end bridging deck (actual vs plan/forecast)
Master promo calendar + trade spend budget governance pack
Promo ROI evaluation and accrual governance tracker
Cost-to-serve (channel) model and strategic initiative business cases

6) KPIs (Examples)

Channel sales achievement vs target; forecast accuracy/bias; closing bridging timeliness & quality.
Trade spend adherence vs budget; promo ROI; promo accrual accuracy and true-up discipline.
Channel cost-to-serve vs target; initiative business case quality and post-launch KPI readiness.

Requirements

Bachelor's degree in Finance/Accounting/Economics or related fields.
5–7+ years in Commercial Finance/Sales Finance/Trade Spend management.
Strong analytical skills, financial modelling, stakeholder influencing, and governance discipline.
Proficient in Excel; ERP/BI exposure preferred