Senior Corporate Sales Performance Controller
Job Overview
Job Purpose
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The Corporate Sales Performance Controller oversees commercial performance across all Group entities, leading Group-wide reviews, setting review agendas, and challenging country heads to drive accountability and support management decision-making. This role leads country visits and commercial coaching, while developing KPIs, controls, and commercial standards to ensure consistent performance monitoring and continuous improvement across the Group. It also mentors mid-level staff and promotes commercial excellence across all entities. |
Key Accountabilities
1. Sales Performance and Drivers
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Monitor sales performance against budgets, forecasts, and prior-year results across countries, branches, products, customers, and sales teams.
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Analyze key performance drivers, maintain commercial KPIs, identify risks and growth opportunities, and recommend corrective actions.
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Review country sales forecasts, plans, and assumptions, highlighting performance gaps.
2. Stock and Availability
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Analyze stock levels, ageing, slow-moving and near-expiry inventory, stock-outs, and potential lost sales.
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Coordinate with Supply Chain and country management to align inventory with purchasing plans and seasonal demand.
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Recommend corrective actions, including pricing adjustments, promotions, and stock redistribution.
3. Customers and Market
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Evaluate customer performance, retention, churn, acquisition, concentration risks, and growth opportunities.
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Monitor pricing, discounts, and margins to identify policy deviations and margin leakage.
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Coordinate with Finance and country management on credit exposure and overdue balances affecting commercial decisions.
4. Field Visits and Commercial Guidance
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Conduct country and branch visits to review sales performance, identify improvement opportunities, and ensure policy compliance.
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Guide sales managers on target setting, account planning, sales practices, and performance analysis.
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Document findings, assign corrective actions, and monitor implementation.
5. Commercial Compliance and Control
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Monitor compliance with pricing policies, discount limits, approval procedures, and commercial controls.
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Review ERP sales transactions, returns, and adjustments to identify irregularities and control gaps.
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Escalate significant deviations and recommend corrective measures and process improvements.
6. Reporting and Data Quality
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Prepare monthly and quarterly commercial performance reports and dashboards highlighting KPIs, trends, risks, and recommendations.
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Validate ERP and reporting data accuracy, coordinating with IT and Finance to resolve discrepancies and improve automation.
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Maintain commercial action trackers and monitor progress, accountability, and closure.
Generic Responsibilities
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Safety, Quality, Health and Environment (SQHE):
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Policies, Systems, Processes & Procedures
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Others
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Interactions and Work Relationships
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Internal |
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External |
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Qualifications
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Experience |
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Education and Certification |
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Job Specific Skills |
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