JOB PURPOSE
The Senior FP&A Commercial & Sales Analyst is the dedicated finance business partner to the commercial engine of the organization. This role goes beyond traditional reporting — it sits at the heart of the sales cycle, from demand planning and customer negotiations through to sell-out performance and trade settlement. The ideal candidate combines deep financial rigor with a hands-on understanding of how FMCG products move from factory gate to shelf.
RESPONSIBILITIES
1. Sales Cycle Financial Partnership
• Own the end-to-end financial view of the sales cycle: order-to-cash, sell-in, sell-out, and returns
• Partner with Sales teams during customer JBP (Joint Business Planning) negotiations to model financial implications of volume commitments, pricing tiers, and listing fees
• Track and validate customer deductions, rebates, and credit notes against approved trade terms
• Monitor DSO (Days Sales Outstanding) and support the commercial team in managing receivables exposure
• Review and challenge distributor margins and channel economics to ensure sustainable profitability
2. Revenue & Margin Management
• Maintain a fully reconciled Net Revenue waterfall: Gross Sales → Trade Discounts → Returns → Net Revenue → Gross Margin → Contribution Margin
• Perform price/mix/volume (PMV) analysis monthly to explain revenue movement at channel, customer, and SKU level
• Evaluate the financial impact of promotional mechanics (off-invoice, billback, in-store activation) and provide post-evaluation ROI
• Support pricing decisions with elasticity modeling and competitive benchmarking
3. Demand & Commercial Planning
• Collaborate with Sales and Supply Chain in the S&OP (Sales & Operations Planning) process to align financial forecasts with volume plans
• Build and maintain a rolling 3–12 month commercial forecast by channel, customer, and category
• Identify forecast risk and upside early, flagging deviations from budget with recommended corrective actions
• Model the financial impact of new distribution gains, listings, and ranging decisions
4. Trade Spend Management
• Govern the trade spend budget across all customers and channels, ensuring spend is planned, approved, and tracked
• Build customer P&Ls to assess the true profitability of each account net of all trade investments
• Develop ROI frameworks for evaluating promotional and trade investment decisions before and after execution
• Ensure compliance with trade terms policy and flag any unapproved deductions or off-contract spend
5. Commercial Reporting & Business Reviews
• Prepare and present the Monthly Commercial Finance Review including revenue performance, margin bridges, and sales KPI tracking
• Build dashboards and scorecards for Sales leadership covering: revenue vs. budget, trade spend utilization, customer profitability, and forecast accuracy
• Support the Annual Budget and Quarterly Reforecast cycles with bottom-up commercial inputs
• Deliver ad-hoc financial analysis to support sales strategy, new market entry, or channel restructuring decisions.
Qualifications
Education
- Bachelor's in Finance, Accounting, or Economics; / CMA / FMVA is a plus
Experience
- 5–8 years in FP&A, with minimum 3 years in FMCG commercial finance
Sales Cycle Knowledge
- Hands-on experience with trade terms, customer deductions, JBP, and distributor management
Technical Skills
- Advanced Excel (Power Query, Power Pivot, DAX), Power BI, SAP B1/Oracle or equivalent ERP
Language
- Business English required; Arabic is an advantage
Core Competencies
• Commercial Instinct — Understands how sales decisions translate into P&L impact
• Stakeholder Influence — Comfortable challenging Sales Directors and KAMs with data-backed recommendations
• End-to-End Thinking — Connects demand, pricing, trade spend, and margin into one coherent story
• Speed & Accuracy — Delivers timely, reliable analysis in a fast-moving FMCG environment
• Presentation Skills — Communicates financial insights clearly to non-finance audiences
