What are the responsibilities and job description for the Director of Sales Finance & Operations position at Tootsie Roll Industries?
The Role
The Director of Sales Finance and Operations is a vital leadership role within the sales organization, reporting directly to the Corporate Vice President of Sales. This role oversees key functions including Sales Finance, Trade Promotion Management and Optimization, Performance Tracking, Sales Operations, and Sales Administration. The Director will lead a team of six direct reports, acting as the primary liaison between the sales department and internal cross-functional teams such as marketing, sales service, demand management, quality, manufacturing, and accounting.
Key Responsibilities
Sales Finance :
Establish and maintain promotional accrual rates
Periodically gather annual accrual forecasts from sales team and brokers
Prepare and analyze customer-level gross-to-net P&L statements
Manage price list distribution and communicate price adjustments
Trade Promotion Management (TPM) :
Build upon the Company's current TPM software to establish a structured approach to planning, executing, and evaluating trade promotions
Develop and manage the trade promotion calendar
Oversee checkbook management and monitor over / under spends
Supervise the deal submission process and synchronization with the Company's order processing system
Ensure procedure compliance for deal updates and reconciliation to actuals
Manage the deal approval hierarchy and workflow
Trade Promotion Optimization (TPO) :
Use TPO software to conduct in-depth analysis of past promotions to identify trends, best practices, and areas for improvement
Integrate external data sources (e.g., Nielsen, IRI) with internal sales and spend data to develop a scalable platform for the sales team to evaluate the ROI of their promotions
Assess the effectiveness of different promotion types (e.g., discounts, displays, ads) across various retailers, channels, and regions
Use advanced analytics tools to model potential outcomes of various trade promotion scenarios
Performance Tracking :
Track and scorecard sales performance using Business Intelligence tools
Maintain and update the sales call calendar
Generate ad hoc performance reports aligned with key initiatives from the VP of Sales
Collect quarterly sales forecasts, seasonal sell through data and forecast changes related to promotions
Sales Operations :
Manage all sales related contracts for brokers and customers
Oversee broker commission payments
Plan and execute corporate trade shows
Sales Administration :
Respond to customer information requests related to insurance, quality assurance, etc.
Support direct-buying customer accounts on order processing and inventory availability
Facilitate all communications from the office to the sales team
Support the new customer setup process
QUALIFICATIONS :
Bachelor's degree in Marketing, Finance, Accounting, or other business fields, MBA preferred
Minimum of 15 years of progressive experience in managing sales finance and / or operations, ideally within the CPG food industry
Strong financial acumen with experience in doing profitability and post-promotional lift analysis
Process oriented with a keen attention to detail
Deep experience with Business Intelligence tools and TPM / TPO software
Ability to manage cross-functional relationships and lead diverse teams.
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