Global Sales Analytics Manager
Il y a 1 jour
Belgique
Yakima Chief Hops Inc.
Télétravail
Temps plein
120 000 € - 180 000 €/an
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Global Sales Analytics Manager# Global Sales Analytics Manager## Description| | || --
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- || Role Title: Global Sales Analytics Manager Department: Sales Classification: Exempt, Salary Reports to: Chief Sales Officer
Location:
Belgium | || | || | |Role Overview: Yakima Chief Hops (YCH) is a 100% grower-owned organization with the mission of connecting family hop farms with the world’s finest brewers. We strive to deliver the highest-quality hop products and uncompromising service for the ultimate benefit of our growers, customers and employees. YCH sells into every beer-producing market in the world through regional sales teams in the Americas, Europe and Asia Pacific, along with global Key Accounts and supported by Marketing functions. As the business grows in scale and complexity, the quality, consistency and speed of its sales data, forecasts, pricing and market analysis have become a strategic capability in their own right. The Head of Global Sales Analytics owns the numbers behind the global sales business. The role is the single trusted source for sales data, forecasts, and budgets used by the Chief Sales Officer, Finance department, and the Executive Leadership Team. This position is the first point of contact for internal stakeholders with a question about Sales numbers. It provides the analysis and recommendations behind YCH’s variety, product and pricing strategy, owns the global price list and supports the CSO with the Global Pricing Policy. This position will be required to use AI tools to do all of this faster and more consistently than the business can today. This is a senior individual contributor role with no direct reports. It reports directly to the Chief Sales Officer and operates through credibility and rigour rather than through a team. The role is based in YCH’s Belgium office, with travel to Yakima HQ around the budget cycle.Role Purpose: The purpose of the Head of Global Sales Analytics is to give YCH one set of trusted sales numbers and one view of where the market is moving, so that the Chief Sales Officer and Global Sales Leadership Team can spend their time on strategy, customers and execution in market rather than on producing and defending data. The role exists to ensure that forecasts, budgets, targets and pricing are built on a repeatable process, delivered on time and reconciled with Finance; that the Board and Executive Leadership Team receive sales reporting that requires no rework; and that the variety, product and pricing strategies set by the Chief Sales Officer and Global Sales Leadership Team are grounded in rigorous analysis of demand, supply and margin across every segment and region.
Key Responsibilities
The Head of Global Sales Analytics has principal areas of focus.1. Sales Data and Reporting
• Own the global sales data model: definitions, hierarchies and reconciliation across Sage X3, Dynamics CRM and Power BI, so every region reports the same numbers the same way.
• Own CRM reporting and pipeline visibility for Global Sales Leadership.
• Own the Global Tender Pricing Tracker and its successor in Dynamics CRM.
• Provide Sales-side ownership of the Dynamics CRM implementation: requirements, reporting design, adoption and data quality, working with IT and the project team. 2. Forecasting, Budgeting and Targets
• Own the monthly sales forecast cycle, delivered on time and aligned with Finance’s reporting calendar.
• In collaboration with Finance, consolidate the annual sales budget (volume, price, alpha, revenue) across regions and segments, including the FY2027 cycle and beyond.
• Build annual targets and quotas by region, segment and sales leader, with in-year tracking against target.
• Track forecast accuracy by region, segment and variety, with root-cause analysis on misses. 3. Pricing
• Own the global price list: annual build by variety, product form and segment, in-year maintenance, version control and publication to the regions.
• Support the CSO with the Global Pricing Policy: drafting, approval logic, discount and deviation thresholds, and the review cycle. The Chief Sales Officer approves; this role owns the document and its integrity.
• Deliver pricing analytics: realised price versus list by region and segment, discount leakage, tender outcomes, and recommendations feeding the annual price build. 4. Board and Executive Leadership Team Reporting
• Produce the quarterly Sales and Marketing report for the Board and Executive Leadership Team: data, charts and first-draft commentary, with the Chief Sales Officer owning the final narrative.
• Act as the direct point of contact for CEO, CFO and ELT questions on Sales data, with the Chief Sales Officer informed rather than asked. This role answers, and stands behind the answer. 5. Market and Variety Intelligence
• Provide the annual variety and product strategy inputs: demand by variety, Hop Breeding C
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- || Role Title: Global Sales Analytics Manager Department: Sales Classification: Exempt, Salary Reports to: Chief Sales Officer
Location:
Belgium | || | || | |Role Overview: Yakima Chief Hops (YCH) is a 100% grower-owned organization with the mission of connecting family hop farms with the world’s finest brewers. We strive to deliver the highest-quality hop products and uncompromising service for the ultimate benefit of our growers, customers and employees. YCH sells into every beer-producing market in the world through regional sales teams in the Americas, Europe and Asia Pacific, along with global Key Accounts and supported by Marketing functions. As the business grows in scale and complexity, the quality, consistency and speed of its sales data, forecasts, pricing and market analysis have become a strategic capability in their own right. The Head of Global Sales Analytics owns the numbers behind the global sales business. The role is the single trusted source for sales data, forecasts, and budgets used by the Chief Sales Officer, Finance department, and the Executive Leadership Team. This position is the first point of contact for internal stakeholders with a question about Sales numbers. It provides the analysis and recommendations behind YCH’s variety, product and pricing strategy, owns the global price list and supports the CSO with the Global Pricing Policy. This position will be required to use AI tools to do all of this faster and more consistently than the business can today. This is a senior individual contributor role with no direct reports. It reports directly to the Chief Sales Officer and operates through credibility and rigour rather than through a team. The role is based in YCH’s Belgium office, with travel to Yakima HQ around the budget cycle.Role Purpose: The purpose of the Head of Global Sales Analytics is to give YCH one set of trusted sales numbers and one view of where the market is moving, so that the Chief Sales Officer and Global Sales Leadership Team can spend their time on strategy, customers and execution in market rather than on producing and defending data. The role exists to ensure that forecasts, budgets, targets and pricing are built on a repeatable process, delivered on time and reconciled with Finance; that the Board and Executive Leadership Team receive sales reporting that requires no rework; and that the variety, product and pricing strategies set by the Chief Sales Officer and Global Sales Leadership Team are grounded in rigorous analysis of demand, supply and margin across every segment and region.
Key Responsibilities
The Head of Global Sales Analytics has principal areas of focus.1. Sales Data and Reporting
• Own the global sales data model: definitions, hierarchies and reconciliation across Sage X3, Dynamics CRM and Power BI, so every region reports the same numbers the same way.
• Own CRM reporting and pipeline visibility for Global Sales Leadership.
• Own the Global Tender Pricing Tracker and its successor in Dynamics CRM.
• Provide Sales-side ownership of the Dynamics CRM implementation: requirements, reporting design, adoption and data quality, working with IT and the project team. 2. Forecasting, Budgeting and Targets
• Own the monthly sales forecast cycle, delivered on time and aligned with Finance’s reporting calendar.
• In collaboration with Finance, consolidate the annual sales budget (volume, price, alpha, revenue) across regions and segments, including the FY2027 cycle and beyond.
• Build annual targets and quotas by region, segment and sales leader, with in-year tracking against target.
• Track forecast accuracy by region, segment and variety, with root-cause analysis on misses. 3. Pricing
• Own the global price list: annual build by variety, product form and segment, in-year maintenance, version control and publication to the regions.
• Support the CSO with the Global Pricing Policy: drafting, approval logic, discount and deviation thresholds, and the review cycle. The Chief Sales Officer approves; this role owns the document and its integrity.
• Deliver pricing analytics: realised price versus list by region and segment, discount leakage, tender outcomes, and recommendations feeding the annual price build. 4. Board and Executive Leadership Team Reporting
• Produce the quarterly Sales and Marketing report for the Board and Executive Leadership Team: data, charts and first-draft commentary, with the Chief Sales Officer owning the final narrative.
• Act as the direct point of contact for CEO, CFO and ELT questions on Sales data, with the Chief Sales Officer informed rather than asked. This role answers, and stands behind the answer. 5. Market and Variety Intelligence
• Provide the annual variety and product strategy inputs: demand by variety, Hop Breeding C