Dreaming big is in our DNA. It’s who we are as a company. It’s our culture. It’s our heritage. And more than ever, it’s our future. A future where we’re always looking forward. Always serving up new ways to meet life’s moments. A future where we keep dreaming bigger. We look for people with passion, talent, and curiosity, and provide them with the teammates, resources and opportunities to unleash their full potential. The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?

Job Description

Job Title: Principal Analyst

Location: Bangalore

Reporting to: Manager - Sales Reporting

PURPOSE OF ROLE

The primary objective of the position is the delivery of all standard sales reports, on-demands & Projects from the GCC across Europe. The position will also be responsible for bringing value to the business and handling sales team queries.

- Support on tracking and monitoring of Sales Executive KPIs
- Analyse data that affects the productivity of sales reps and provide deep dives to close gaps
- Understanding and reporting of KPIs such as Distribution, Sales Visits, Volume, Market Share, Shelf Share data, and marketing parameters.
- To know a Business Development Representative's basic roles and responsibilities and the steps in selling a product to end-consumers/customers based on a B2B/B2B2B/B2C perspective.
- Understand the end-to-end sales journey and stages involved in the delivery of ABI products from the manufacturing unit to wholesalers/distributors and retailers.
- Knowledge of sales organization/sales structure and their roles and responsibilities.
- Recommend measures that can help in improving the sales process by looking at structured and unstructured data.
- Create actionable and value-driven insights and recommendations based on the data reported to the sales team to make strategies.
- Advanced Excel/Power BI/SQL expertise to create self-serviceable dashboards to provide meaningful and actionable inputs to the Business. (Good to have)

KEY TASKS AND ACCOUNTABILITIES

Handling large data sets to connect data points and provide reports/analysis to the stakeholders to generate actionable insights for the Sales Team.

- Ability to solve problems quickly and effectively by applying logical thinking to be able to resolve the issues for the Sales Team with minimum impact on Business.
- Consolidate Zone level to track performance at a high level and report the same using Power BI/Microsoft Excel.
- Preparing closure dashboards/presentations for Weekly/Monthly Sales performance reviews to showcase what went well, what gaps exist and what can we do to close these gaps.
- Understanding of Sales structure, business cycle,



and target-setting process. Support Sales in Monthly deep dives and doing Target vs Actual variance analysis.
- Ad-hoc reporting on the effectiveness of Set Targets, Achievements, Variable Payouts, and other Sales KPIs that impact the performance of the Sales team.
- Timeline Definition for Ad-hoc business issue
- Work with the Team Lead/Manager to decide on Time Estimation and Timeline Definition for every approved request.
- Responsible for communication of timelines to the in-country teams and managers.

- Find automation opportunities to identify Process efficiency in the existing process and take initiatives to take it to closure.
- Work with minimal support and incomplete information/unstructured information to provide logical insights.
- Ensure deliverables are Accurate, on Time and to the best satisfaction of the stakeholders.
- Developing business-friendly presentations, transforming thoughts into key actions for business, and showing the model to justify recommendations.

BUSINESS ENVIRONMENT

- Main Characteristics:

This is an offshore role and requires comfort with working in a virtual environment. GCC is referred to as the offshore location from where the position will be based out of. The role requires working collaboratively with country Tech-Sales managers and GCC commercial teams. Should be willing to work in a quick-paced environment and provide proactive communication to the stakeholders.

- Work with Zone/Sales Intelligence heads to understand their business problems and utilize data across all towers to provide insights/reporting/dashboards.

- Continuously improve, automate, and optimize processes.

- Preparing the SOPs and other Ops Excellence-related documents such as Activity Bible. Take approvals from the in-country teams for all SOPs.

- Evaluation Criteria (Targets):

The position will be responsible for supporting the country's Sales Intelligence managers. It will entail working very closely with Tech-sales/Sales Intelligence teams at GCC and in-country teams. The position is key to driving growth for business in the commercial. Reporting & Analysis of accurate KPIs within the agreed SLAs

- Delivering insights and provocation as per timelines given
- Following processes and adhering to documentation goals
- High-quality data – Tracking, monitoring, and reporting the data accurately




- Questions from business stakeholders answered satisfactorily within an agreeable time
- Coming up with provocation, proposing what if or next level

- Key Dimensions and Contacts:

- In-Country Sales Intelligence teams
- CoE Zone/GCC Teams
- GCC Sales Intelligence Team.
- Relevant Business Units

- Geographical Scope: Sales operations teams in GCC & Europe (North, South & West) & NAZ

- Number of Direct Reports: 0

QUALIFICATIONS, EXPERIENCE, SKILLS

Please list the following requirements

- Level of educational attainment required:
- Masters Graduate in the field of Business & Marketing, Engineering/Solution or other equivalent degree or equivalent work experience
- Extensive experience solving business problems using quantitative approaches. Comfort with extracting, manipulating, and analyzing complex, high volume, high dimensionality data from varying sources.

- Professional qualifications and accreditations/memberships required:

- MBA/Engg. in a relevant technical field such as Sales & Marketing/Finance
- Project management, excellent interpersonal skills

- Language skills required

- Fluent in English (speaking, reading, and writing)

- Technical and functional competencies

- Proficient in Advanced MS Excel, Advanced Power BI development & basic understanding of Power BI DAX (Pivots, calculated fields, Conditional formatting, charts, dropdown lists etc.), SQL, MS PowerPoint

5. COMPETENCIES

Please list the technical competencies for optimal performance. Differentiate between essential, desirable, and less relevant technical competencies.

Behavioral Competencies:

- Strong Analytical skills to interpret the data.
- Beer Industry business acumen
- Ability to work under pressure, assertive and go-getter attitude.
- Positive communication skills.
- Comfortable with large amounts of data.
- Highly results-focused.
- Organized and timeline-focused.
- Resiliency and agility.
- Ability to manage conformity to established procedures & processes.

Interpersonal Expertise:

- Effective stakeholder management
- Ability to work with highly sensitive and confidential information.
- Ability to be flexible with the scope of work.
- Pro-activity in following up.
- Pro-activity in raising risks with project delivery.
- Ability to be flexible with the scope of work.
- Ability to work independently with minimal support.
- Ability to learn quickly without step-by-step guidance.
- Ability to take ownership of the projects and deliver timely and quality results.

6. BEHAVIOURAL COMPETENCIES

Think big, and take on big challenges

Essential

Develop the best people and teams

Desired

Has impact and influence

Essential

Executes with discipline

Essential

Acts as an owner

Essential

Leads by example

Essential

📌 Principal Analyst - GBS Commercial (Bengaluru)
🏢 AB InBev India
📍 Bengaluru