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Key Job Purpose:
- To prepare sales performance, forecasts and product gross profit drivers reports and collaborate with SAP sales team in monitoring sales performance.
- Assist Regional Sales Controller in implementing new analysis tools and reports that facilitates management understanding of the business situation.
- Assist Regional Sales Controller in transfer price computations and obtain the necessary approvals from CFO.
- Review sales quotations that require CFO and CEO approval including supporting regional sales controller and CFO in computation and review of Floor Prices used in quotation system.
- Sales related administrational activities including supporting local sales team in sales activities.
Job Description:
1. Preparing sales performance, forecasts and product gross profit drivers reports and collaborating with SAP sales team in monitoring sales performance.
-Preparing reports:
- Prepares and provides sales performance analysis that considers all key accounts/customers
- Collaborate with sales and marketing and supply chain functions to prepare monthly sales forecasts
- Consolidation of SMIS (Prepare templates and send out to affiliates and business partners by 13th of the month, and consolidation from 23rd onwards)
- Manages the submission of sales forecasts to the regional management thru business planning process in collaboration with Sales, Business Partners, Marketing and Supply Chain
-Monitoring:
- Monitors year-to-date sales vs forecast vs budget
- To assist Sales Department with preparation of Minimum Purchase Agreement, Distributor performance tracking
- Tracking tender status through the various stages of tender up to realization of sales.
- Review drivers of product gross profits on monthly basis and present to Regional Sales Controller and CFO for review and management decision making.
-Submission of reports:
- Sales forecast report to Finance
- Consolidation of Quarterly Progress Report
- Updating Company sales results in Monthly Progress Report
- Report requirements from Corporate Office (sales forecast, instruments by main units etc.)
2. Transfer Pricing Computations:
-Support Regional Sales Controller in reviewing market data provided by marketing team.
-Obtain approvals from CFO for the transfer prices.
3. Sales quotations review and analysis:
-Review all sales quotations to requires CFO and CEO approval covering:
- Sales revenue, gross profits, comparison of pricing levels against market levels.
- Reasonableness of assumption made by salespersons including but not limited to
- Instrument requirements, number of tests and bottles/boxes of reagents sales expectation
over contract period.
-Floor Prices Computation:
- Review and analyze incidences of quote values falling below floor prices values and determine the cause.
- Together with Regional Sales Controller, compute the right floor prices to achieve the management objective of improving gross profits whilst increasing market share.
- Submit floor price computation to CFO for approval.
4. Local Sales Team Support:
-Tender websites - check weekly, inform sales of any potential tender (weekly updates to sales)
-CPRR billing - get monthly raw data from various hospitals. Count PLT-O and PLT-F for customer verification. (every month as per billing schedule)
-Sponsorships – coordinate payment request for monetary sponsorship, arrangement of food sponsorship
-Verify sales quotation from CRM in S/4 for new contract, special price and instrument capital purchase.
-Resolving all order related issues
-Quarterly RR contract monitoring
-Assist with MPA monitoring and update of PowerPoint slides.
-Calculate sales incentive based on Company Sales Incentive Plan Policy
-Preparation of pro-forma invoices and calculating sales commissions.
-Tracking tender status through the various stages of tender up to realization of sales.
5. Regional Sales Administration activities:
-Announcements via SharePoint – product related (new launch, discontinuation), price related (new price setting, transfer price adjustment)
-Forwarding general inquiries
-Spare Part price inquiries and dissemination of monthly price updates
-Support regional Brochure request
6. Any other ad hoc activities assigned by Regional Sales Controller
Job Specification:
- Graduate of Business Administration majoring in Business Analytics
- Preferably 2 years’ experience in revenue data analytics in instrument and consumables industries.
- Intermediate skills in MS Office including Power Query and Power BI
- Multi-dimension sales and gross profit analysis
- Responsible, team player, keen to learn, flexible
