Job Purpose
The Sales Analyst is responsible for collecting, validating, analysing and reporting local and export sales information to support commercial planning and decision-making.

The position provides technical and analytical support in sales performance, forecasting, pricing, customer and product profitability, promotional effectiveness and market analysis. The incumbent works closely with the Sales, Marketing and Distribution Manager and the Export Commercial Manager to identify sales opportunities, performance gaps and commercial risks across both portfolios.

Key Duties & Responsibilities

Sales Reporting and Performance Analysis

• Prepare accurate and timely daily, weekly, monthly and periodic sales reports for local and export markets. 

• Analyse actual sales against budgets, forecasts, targets and prior-period performance. 

• Monitor sales by customer, salesperson, territory, channel, market, product category and SKU. 

• Track sales volume, revenue, gross margin, average selling price and other agreed commercial indicators. 

• Identify significant variances, emerging trends, underperforming areas and sales-growth opportunities. 

• Prepare dashboards and management reports with clear explanations of material movements and exceptions. 

• Ensure that sales reports are reconciled, accurate and submitted within established deadlines. 

Sales Forecasting and Planning

• Support the preparation of annual sales budgets and periodic forecasts for local and export sales. 

• Consolidate sales forecasts and assess them against historical performance, customer demand and current market activity. 

• Monitor forecast accuracy and report significant variances, risks and changes in expected demand. 

• Provide demand information to Production, Purchasing, Warehouse and Supply Chain to support production and inventory planning. 

• Prepare scenario analyses for price changes, promotions, new products, customers and markets. 

Local Sales Analysis

• Analyse performance by salesperson, territory, route, customer, channel and product. 

• Monitor customer ordering patterns, inactive accounts, lost sales and opportunities for increased product penetration. 

• Track salesperson performance against approved targets and key performance indicators. 

• Support customer segmentation, territory reviews and sales-target setting. 

• Provide analytical information for local sales meetings, customer reviews and management presentations. 

Export Sales Analysis

• Analyse export performance by market, distributor, customer, product, currency and shipment. 

• Monitor export sales against approved budgets, forecasts and market targets. 

Pricing and Profitability Analysis

• Maintain accurate records of approved price lists, customer-specific pricing, discounts and commercial terms. 

• Analyse the financial impact of proposed prices, discounts, promotions and other commercial arrangements. 

• Evaluate revenue and profitability by customer, product, channel, territory and export market. 

• Identify low-margin or loss-making products, customers and commercial activities for management review. 

• Work with Finance to validate product costs, margins and financial assumptions used in sales analyses. 

• Monitor compliance with approved prices and discount arrangements and report exceptions. 

Promotions and Commercial Activities

• Conduct pre- and post-promotion analyses to assess volume, revenue, margin and overall effectiveness. 

• Monitor promotional expenditure, trade discounts, customer incentives and other sales-related costs. 

• Compare promotional results against approved objectives and expected returns. 

• Provide analytical support for product launches, campaigns and market-development initiatives. 

• Recommend areas for adjustment based on the results of commercial activities. 

 Data Management and Systems Support

• Maintain accurate sales databases, dashboards, trackers and reporting templates. 

• Extract, organise and analyse information from the Company’s ERP, accounting and other relevant systems. 

• Support the automation and continuous improvement of sales reports and analytical processes. 

• Maintain the confidentiality and security of customer, pricing and commercially sensitive information. 

Management Information and Decision Support

• Prepare concise reports explaining material sales trends, variances, risks and opportunities. 

• Develop presentations and reports for senior management and commercial reviews. 

• Conduct ad hoc commercial analysis as requested by the Sales, Marketing and Distribution Manager.

• Translate complex sales data into practical findings and recommendations. 

• Maintain an agreed reporting calendar for local and export deliverables. 

• Escalate material sales, pricing, profitability and data-integrity concerns promptly.

Physical & Work Requirements

• Ability to work for extended periods using a computer and analysing detailed information.

• Ability to manage multiple reporting deadlines and respond to time-sensitive business requirements.

Qualifications & Experience required

• Bachelor’s degree in Business Analytics, Economics, Finance, Accounting, Statistics, Marketing, Business Management or a related discipline.

• A minimum of three years’ experience in sales analysis, commercial analysis, business intelligence, financial analysis or a similar analytical role.

• Experience within manufacturing, FMCG, food distribution, wholesale or export sales would be an asset.

• Demonstrated experience analysing sales performance, pricing, customer, product and profitability information.

Experience working with ERP, accounting, CRM or sales-reporting systems.