Associate Manager, Commercial Excellence & Sales Operations - North Africa

Job Summary

Sales Intelligence & Performance Management

• Consolidate, maintain, and communicate commercial targets and KPIs across channels, markets, and sales teams.
• Develop, automate, and maintain sales dashboards and performance reports using Power BI, Assabil, RED, Excel, and other reporting tools.
• Monitor business performance across sales, distribution, execution, profitability, and market indicators.
• Analyze sales trends, identify performance gaps, and provide actionable recommendations to management.
• Track stock equations and inventory health across distributors and sub-distributors to ensure alignment between sales-in and sales-out.
• Support business reviews through insightful analyses, performance scorecards, and executive reporting.

CRM & Sales Systems Management

• Ensure the accuracy, completeness, and integrity of customer master data, including customer information, segmentation, GPS coordinates, and outlet classifications.
• Centralize and coordinate all CRM update requirements, including portfolio changes, pricing updates, promotional plans, customer structures, and sales force alignments.
• Drive the deployment, adoption, and continuous improvement of the Assabil CRM platform across North Africa markets.
• Partner with SFA and commercial teams to identify system enhancements and ensure CRM capabilities support evolving business needs.
• Monitor CRM compliance and data quality standards across the sales organization.

Order-to-Cash & Commercial Operations

• Coordinate customer ordering, shipping, and billing processes in collaboration with Supply Chain and Customer Service teams.
• Monitor service levels, case fill performance, and order fulfillment to ensure best-in-class customer experience.
• Analyze back orders and proactively coordinate corrective actions with Sales and Supply Chain teams.
• Support replenishment planning and stock management activities for distributors and sub-distributors.
• Ensure effective execution of commercial policies, processes, and operational controls.

Distributor & Commercial Administration

• Monitor distributor performance and stock management through regular reviews and inventory reconciliation.
• Support cash collection activities and follow-up of receivables to minimize overdue balances.
• Validate distributor costs, commercial agreements, and formula cards in line with approved business frameworks.
• Review and validate debit notes, claims, rebates, and commercial compensations against contractual agreements.
• Coordinate with Finance to ensure timely processing of credit notes, claims settlement, and customer compensation.
• Centralize and support sub-distributor contract management and renewal processes.

Trade Investment & Promotion Management

• Coordinate the implementation of promotional activities and commercial programs in line with approved Trade Marketing calendars.
• Ensure accurate system setup and execution of promotions and customer investment programs.
• Support the calculation, validation, and communication of distributor compensations and rebates.
• Monitor trade investments and spending against approved budgets and investment frameworks.
• Evaluate promotional effectiveness and provide recommendations to improve ROI.

Sales Capability & Process Excellence

• Support the development and implementation of sales capability-building initiatives across North Africa.
• Coordinate training programs and development activities in partnership with Sales Leadership, HR, and key stakeholders.
• Support the design and tracking of incentive schemes, bonus plans, and sales performance programs.
• Drive adoption of sales processes, tools, and best practices while identifying continuous improvement opportunities.
• Contribute to talent development and succession planning initiatives within the commercial organization.

Key Performance Indicators / Key Figures

3. • Reporting Accuracy & Timeliness (dashboards, scorecards, business reviews, KPI tracking).
   • Forecast Accuracy and quality of sales planning inputs.
   • CRM Data Quality & Assabil Adoption Rate.
   • Trade Investment & Budget Management (spend tracking and compliance versus approved budgets).
   • DSO & Cash Collection Performance.
   • Service Level / Case Fill Performance and operational execution follow-up.
   • Sales Process Compliance & Distributor Scorecard Adherence, including pricing, contracts, customer investments, and commercial governance.

Candidate Profile: Qualifications / Technical Skills

Professional skills:

5. • Strong business acumen with a results-oriented mindset.
   • Excellent analytical skills with the ability to interpret complex data and transform it into actionable insights and recommendations.
   • Highly organized, rigorous, and able to manage multiple priorities autonomously.
   • Strong attention to detail and accuracy, particularly in reporting, pricing, contracts, customer investments, and CRM data management.
   • Ability to manage large volumes of reporting, administrative, and operational activities while maintaining high quality standards.
   • Advanced proficiency in Excel and Power BI; experience with CRM/SFA platforms is required.
   • Strong understanding of sales performance management, forecasting, KPI tracking, and commercial operations processes.

Personal skills:

6. • Strong ownership and accountability for delivering commitments and business objectives.
   • Excellent communication and stakeholder management skills, with the ability to influence and collaborate across functions.
   • Analytical mindset with the ability to challenge, prioritize, and provide clear recommendations.
   • Strong problem-solving capabilities with a proactive approach to identifying risks and implementing corrective actions.
   • High level of execution discipline, responsiveness, and attention to deadlines.
   • Ability to build effective working relationships with internal and external stakeholders.
   • Continuous improvement mindset with a focus on simplification, efficiency, and operational excellence.

Previous / Professional Experience

5–10 years of experience in an FMCG environment, with a minimum of 5 years in Sales Administration, Sales Operations, Sales Intelligence, Commercial Excellence, or Back Office Management, supporting commercial teams through reporting, performance management, and sales processes.

Additional Information

• Business degree/diploma or similar, advanced degree preferred   (Bac +4 Minimum)                                                                             
• Speaks fluent English, French, and Arabic
• Ready to travel within the North African Cluster (Up to 20% of the time)

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BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.