ACH Food Companies, Inc.
  • Oakbrook Terrace, IL, USA
  • Full Time

Job Overview:

Reporting to the Director of Customer Marketing, the Sr. Manager Sales Information & Analytics is responsible for the analytics and reporting related to customer investments within the sales organization. This role leads the development of decision support resources and oversight of the sales analytics process, ultimately leading to improved profitability and ROI.   To fulfill this role successfully, the incumbent utilizes comprehensive knowledge of trade marketing and business processes within a consumer packaged goods environment, and pertinent data. This position is also responsible for ensuring that integrated customer planning systems, which drive data and analytics, are optimized to support the Sales organization. The Sr. Manager Sales Information & Analytics bridges internal information gaps by educating users on functionality of customer planning systems and data therein, and optimizes ACH's technology investment by evaluating or challenging associated business processes. This position also oversees one subordinate position that provide analytics related to trade spend, customer planning and profitability, and provide coordination with technical support vendors for relevant systems.

Job Responsibilities:

Sales Analytics

  • Build and lead a small team of high-performing analysts who focus on providing insights and analysis from our customer investment, which will assist the BU and Sales organizations in making more informed decisions.
  • Partner with the Sales Organization and other stakeholders to identify opportunities to increase revenue, and optimize customer investments, i.e.; trade spend and shopper marketing.
  • Develop promotional knowledge and insights which will enable the sales organization to make better and more informed decisions relative to customer investment.
  • Create and track uniform metrics and share actionable insights and best practices with the various sales teams
  • Lead the development and management of the customer planning tool to drive efficiency and provide focus on the highest value opportunities.
  • Act as primary resource for the ongoing support, training and administration of the Exceedra tool, supporting both field and broker networks.
  • Present insights and recommendations to management and key stakeholders within the Sales, Finance, Marketing, and Operations to better assist in the planning and evaluation of key initiatives and objectives
  • Proactively monitor marketplace for emerging trends and technologies; develop potential tools and resources.
  • Lead the analysis and data validation of trade activity. Evaluate the effectiveness of promotions to include pre- and post-promotional event analytics
  • Demonstrates ownership of the review process of ROI information.
  • Ensure that this information is translated into actionable steps for the business.
  • Facilitates key conversations related to sales & operational plans to meet established objectives and drive results
  • Identify growth opportunities across customers and plans
  • Formulate recommendations for action based on insights and metrics available through sales technologies
  • Ensure communications or actions (i.e.: particular promotional plans) travel full circle to field sales via sales ops.
  • Advise sales force to optimize use of their budgets
  • Establish and maintain system and operational processes to support the organization, inclusive of proper process documentation
  • Determine recurring dashboard metrics and direct subordinate roles in targeted in-depth analysis as needed
  • Responsible for the interviewing, selection, and onboarding of 2 anticipated Customer Planning Analysts
  • Addresses necessary corrective actions in a timely manner, while properly documenting expectations and performance in accordance with ACH policies.
  • Support subordinate positions in professional development or fulfillment of required corporate training.

Sales Technology Leadership

  • Lead the development and management of the customer planning tool to drive efficiency and provide focus on the highest value opportunities
  • Leads and prioritizes technology projects including conversion, training, and technology change management
  • Optimizes technology adoption and utilization across all end users
  • Leverages available technology, data, analytics, and reporting necessary for senior management to execute strategic goals and make informed insightful decisions
  • Serve as Super User of planning and trade promotion systems
  • Evaluates potential system improvements, new technologies in the marketplace, and seeks feedback related to end user needs and concerns
  • Manages third party relationships to include brokers and system vendors


Job Requirements/Competencies:

  • Bachelor's Degree or equivalent combination of education, training and experience.
  • 7-10 years of business process knowledge related to Sales, Marketing, Demand Planning, trade promotion functions within a CPG environment. Prior experience assessing training needs, developing training content, and facilitating/delivering technology training. Prior management experience. Prior experience facilitating successful technology adoption and implementation
  • Ability to demonstrate proficiency and expert level capabilities in Microsoft Excel. Working knowledge of SAP and the systems functionality or equivalent business software system is required. TPM system software knowledge a plus. Advanced User and/or Programming Skills preferred. Ability to effectively master systems in place at ACH Food Companies.
  • Analytical Ability to collect and research syndicated data, along with data within Exceedra and develop and provide insights back to team using these findings to support customer development.
  • Problem Solving Ability to gather and analyze information, develop alternative solutions and provide recommendations back to teams.
  • Communication Ability to communicate well both verbally and in writing effectively conveying and sharing information and ideas with others and listen carefully to understand various viewpoints.
  • Strategic Thinking Displays clear understanding of priorities with the ability to provide solutions including articulating how these priorities meet the agreed to objectives of the business unit.
  • Teamwork Ability to balance team and individual responsibilities; exhibit objectivity and openness to others' views; give and welcome feedback; and contribute to building a positive team spirit.
  • Mental Reasoning Must have strong reasoning and analyzing abilities with the ability to quickly evaluate, analyze, and implement strategies and learn and adapt to new systems and processes quickly and efficiently.
ACH Food Companies, Inc.
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