S&OP Manager NAOR Sales

S&OP Manager

Summary

The S&OP manager’s role is responsible for managing the S&OP process steps throughout a Sales Cluster. This role is responsible for running an effective action-oriented, decision-making S&OP process.

The role works with the leaders to ensure the S&OP process runs successfully. This role facilitates meetings and ensures information flows effectively between the different steps of the S&OP process. This position has accountability to enable cross-functional decision making through the S&OP process.

Responsibilities

Objectives

• Deploy and orchestrate the S&OP process for a given Sales Cluster
• Ensure successful execution of S&OP process cycle to achieve process objectives across key areas – finance, end-to-end supply chain, customer, team and stakeholder engagement.
• Synthesize information and key data points to frame a cross-functional perspective for decision makers in the organization through the S&OP process.
• Drive decision making and alignment of business plans with cross-functional stakeholders.
  
  

Communications

• Ensure that the S&OP meetings take place at regular cadence, effectively facilitate the meetings, and summarize and share key takeaways.
• Function as a key liaison between various stakeholders to drive consensus on important decisions related to balancing supply and demand and aligning the plan to business strategy and financial goals.
  
  

Key Relationships

• Executive level
• Commercial (sales and marketing)
• Finance
• Supply chain (manufacturing, logistics, order management, quality, procurement)
• Product development
  
  

Execution

Portfolio reviews

• Ensure that portfolio changes such as new product introduction (NPI) and product end-of-life (EOL) events are planned with a multifunctional team.
• Ensure that NPI and EOL plans have been properly communicated and are included as an input to the demand planning process.
  
  

Demand reviews

• Ensure the demand review process happens on time, helping the multifunctional team to comply with the demand requirements and actively participate and contribute as per their defined roles.
• If needed, consolidate inputs from markets and analyze demand changes and compare it with financial targets.
  
  

Supply reviews

• Ensure that the supply review process is followed and is provided as input to the S&OP step of the process.
• If needed, consolidate inputs of supply and make sure that supply constraints are clearly spelled out with options to make trade-offs.
  
  

S&OP meetings

• Prepare for the S&OP meetings by reconciling supply to demand, aligning with the financial plans and understanding the financial implications of different scenarios.
• Pre-S&OP meeting
• Facilitate a pre-S&OP meeting where demand and supply are compared, and issues and scenarios are prepared. Conduct and/or facilitate what-if analysis to create alternate scenarios for reconciling demand, supply and financial plans.
• Explain the risks and upside associated with different scenarios for more productive discussions in the executive S&OP meeting.
• Aligning within the multifunctional teams on which decisions will be presented in the executive S&OP meeting, and who will present them. Ensure that all inputs needed for the executive S&OP meeting are available.
• Executive S&OP meeting

• Facilitate the executive S&OP meeting, ensuring that all information is presented, all stakeholders are engaged, decisions are made, and execution plans are articulated with owners and completion dates.
• Ensure that decisions from the meeting are communicated to each function/department/team including S&OE and if necessary, ensure that execution is taking place. Collaborate with the executives on required escalation items.
  

Process Maintenance

• Ensure that the S&OP process is sustained to the intended level of maturity.
• Onboard newcomers from different functions on the process and engage them on the key expectations.
• Maintain tracking of attendees, action plan log, outcomes, and summaries of meetings.
• Continuously seeking feedback from stakeholders on the process, meeting effectiveness, metrics, and subsequent activities to identify issues to resolve.
  
  

Measurement and Continuous Process Improvement

• Periodically conduct health checks on the process and outcome.
• Track metrics use analytical tools to assess the S&OP process for adherence to the process design and understand areas for opportunity and change.
• Report metrics back to S&OP process owner, executives, and the team to identify progress, root causes for correction or process improvement.
• Document current process and work with the S&OP process owner on continuous improvement, challenges with the process and options to improve the process.
• Support the S&OP process owner in implementation of improvements. Share and reapply best practices with other business units/geographies beyond their span of control.
  
  

Experience

• A minimum of 6 years of experience in end-to-end supply chain.
• At least 4 years of experience in S&OP, demand and/or supply planning.
• At least 2 years of experience in S&OP coordination.
• Cross-functional business domain experience in supported process areas is desirable, including:
• Logistics
• Manufacturing
• Sourcing and procurement
• Finance
• Engineering
  
  

Education & Training

• A minimum of bachelor’s degree majoring in supply chain management, operations, business administration or STEM.
• An advanced degree or relevant certifications in supply chain (such as APICS CPIM, CSCP) is preferred.
  
  

Success Criteria

• S&OP process outcome metrics:
• Financial: Achieve revenue, profit and gross margin as per global and regional strategy. Specific annual targets will be agreed upon each year.
• End-to-End Supply Chain: Forecast bias on a regional level, inventory days on hand and write-offs. Specific annual targets will be agreed each year.
• Customer: On-Time-in-Full. Specific annual targets will be agreed each year.
• Engagement metrics: Meeting effectiveness and meeting attendance. Specific annual targets will be agreed each year.