- Department: Finance
- Reports to: VP, FP&A / IBP
- Location: Philadelphia, PA
Position Summary:The Sales Finance Manager serves as a key business partner to the commercial sales organization, providing analytical rigor and financial oversight to drive profitable growth. This role is responsible for trade spend management, customer P&L analysis, volume forecasting, and supporting strategic decision-making across the sales function. The ideal candidate brings a strong CPG finance background, deep expertise in trade promotion economics, and the ability to influence cross-functional stakeholders.
Key Responsibilities:Trade Promotion Management & Analysis - Own end-to-end trade spend budgeting, forecasting, and month-end close for assigned customer portfolio or business unit
- Analyze trade efficiency (ROI, promoted vs. baseline volume) and present findings to sales and brand leadership
- Partner with account management teams to evaluate customer deal proposals and promotional calendars against financial guardrails
- Maintain and reconcile trade accruals in TPM systems (e.g., Salesforce, Vistex, SAP, FORGE) to ensure accuracy and compliance
Customer P&L & Revenue Management
- Build and manage customer-level P&L models incorporating gross-to-net deductions, trade spend, slotting, and logistics costs
- Identify margin enhancement opportunities and assist in the development of annual customer business plans
- Support net revenue management (NRM) initiatives including pack-price architecture, mix optimization, and pocket margin analysis
- Partner with Revenue Growth Management (RGM) team on pricing strategy and promotional effectiveness
Forecasting & Planning
- Lead volume, revenue, and trade spend forecasting for assigned accounts or channels as part of the S&OP/IBP process
- Prepare monthly, quarterly, and annual financial outlooks with variance analysis versus prior year, plan, and prior estimates
- Collaborate with demand planning, supply chain, and sales operations to align financial and operational forecasts
Business Partnership & Decision Support
- Act as a trusted finance business partner to sales VPs, National Account Managers, and cross-functional teams
- Develop clear, concise financial presentations for senior leadership, including monthly business reviews (MBRs) and QBRs
- Provide ad hoc financial modeling and scenario analysis to support customer negotiations, new item launches, and M&A diligence
Controls & Process Improvement
- Ensure compliance with internal controls, deduction management policies, and SOX requirements
- Drive continuous improvement in trade finance processes, tools, and reporting infrastructure
- Mentor junior finance analysts and contribute to team capability building
Minimum Qualifications:Required Qualifications - Bachelor's degree in Finance, Accounting, Economics, or related field
- 3-5+ years of finance experience in a CPG / FMCG environment (Manager level); 6-8+ years for Senior designation
- Demonstrated expertise in trade spend management, customer P&L, and gross-to-net accounting
- Advanced proficiency in Excel / Google Sheets (complex modeling, pivots, macros); experience with SAP, Oracle, or similar ERP
- Strong analytical and problem-solving skills with ability to translate data into actionable business insights
- Excellent communication and influencing skills across all levels of the organization
Preferred Qualifications
- Experience with TPM/TPO systems (Vistex, Blacksmith/FORGE, SAP Trade, Salesforce CPQ, Visual Fabriq)
- Exposure to Revenue Growth Management (RGM), pricing strategy, or category management
- Experience with major retail customers (Walmart, Kroger, Costco, Target, etc.)
- Experience with BI tools (Power BI, Tableau, Looker) and advanced data analytics
