Entity:
Customers & Products
Job Family Group:
Sales Group
Job Description:
Job Purpose
Provide analytical and operational support to the Commercial Team, ensuring accurate sales reporting, budget control, and policy compliance. Enable data-driven decisions through performance analysis and cross-functional coordination. Support the execution of commercial strategies aligned with business goals.
1. Reporting and Performance Analysis
- Develop, maintain, and update commercial dashboards and reports (volume, revenue, margin, product mix).
- Analyze sales performance and compare against company expectations, both in Volume and Profitability (Inv To and Net To).
- Create and analyze management reports that enable monitoring of volume, profitability, and commercial indicators.
- Support the Sales Director and team with performance analysis by region, channel, customer, and product.
- Automate recurring reports using tools such as Excel, Power BI, and Salesforce.
- Prepare executive presentations for internal meetings (CLT, strategic alignments, performance reviews).
2. Commercial Policy and Process Management
- Monitor and ensure proper execution of commercial policies, including pricing, discounts, terms, and promotional strategies.
- Ensure that all commercial agreements and negotiations stay in sync with the established Commercial Policy.
- Support the management of distributor contracts, commercial agreements, and exceptional orders, including approvals and internal coordination.
- Interact with channel managers to define and improve processes, controls, systems, and indicators that ensure reliable sales information and alignment between planned and actual results.
3. Budget and Sales Expense Control
- Responsible for defining the sales expense budget by channel and monitoring monthly performance against this budget.
- Monitor and control sales incentives and trade investments, including accurate allocation and tracking of Variable Trade funds and PEFs.
- Monitor budget execution (forecast vs. actual), highlighting deviations and opportunities.
4. Sales Funnel and Pipeline Monitoring
- Ensure the sales team maintains accurate and up-to-date sales pipeline data in Salesforce.
- Track sales cycles and generate alerts to support conversion efficiency.
5. Administrative and Cross-Functional Support
- Act as a key interface between the sales team and departments such as Supply Chain, Finance, Marketing, Trade Marketing, and Customer Service.
- Provide administrative support to the commercial team, including customer onboarding, credit blocks, invoicing issues, and logistics coordination.
- Support the team with insights, tools, and processes to optimize commercial execution and decision-making.
6. Strategic and Tactical Support
- Participate in regular meetings with the Sales Director to define commercial goals, tactical actions, and strategic plans.
- Prepare simulations and cases on sales, margin, and commercial impact to support decision-making.
Summary
- Recommends actions based on sales performance analysis, but final decisions rest with Sales Leadership.
- Owns the accuracy and delivery of sales reports, dashboards, and budget tracking tools.
- Has authority to flag and raise policy deviations, budget inconsistencies, and process gaps.
- Collaborates across departments to ensure alignment but does not approve commercial terms or agreements independently.
- Supports the design and implementation of commercial processes and indicators, providing inputs for continuous improvement.
Education
Bachelor’s degree in relevant field of study
Experience
- Education: Degree in Business Administration, Engineering, Economics, or related fields.
- Experience: At least 5 years in sales support, sales intelligence, commercial planning, or trade marketing roles.
- Technical Skills: Advanced Excel, PowerPoint, Power BI (or other BI tools), CRM (Salesforce is a plus).
- Soft Skills: Strong organizational skills, attention to detail, proactivity, analytical thinking, good communication, and ability to work with cross-functional teams.
- English language, intermediate
Skills & Competencies
Analytical Thinking, Attention to Detail, Organization & Time Management, Communication, Collaboration, Proactivity, Technical Proficiency and Business Acumen.
Why join us At bp, we support our people to learn and grow in a diverse and ambitious environment. We believe that our team is strengthened by diversity. We are committed to fostering an inclusive environment in which everyone is respected and treated fairly.
BEWARE – RECRUITMENT FRAUD It has come to our attention that there are a number of fraudulent emails from people pretending to work for bp. Please be advised that we do not require any forms of payment or course by applicants to be considered for open positions.
Travel Requirement
Up to 10% travel should be expected with this role
Relocation Assistance:
This role is not eligible for relocation
Remote Type:
This position is a hybrid of office/remote working
Skills:
Business Acumen, Coaching, Commercial Acumen, Commercial performance, Consultative selling skills, customer and competitor understanding, Customer Profitability, Customer promise execution, Customer Training, Customer Value Proposition, Digital Fluency, Internal alignment, Managing strategic partnerships, market, Negotiation planning and preparation, Offer and product knowledge, Offer execution and growth, Partner relationship management, Product Ownership, Sector
Legal Disclaimer:
We are an equal opportunity employer. We do not discriminate on the basis of protected characteristics like race, religion, color, sex, national origin, sexual orientation, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.
If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.
