Commercial Business Analyst at The Heineken Company

Purpose of the job

• Be a first class business partner for the Sales & Marketing teams by providing reliable, relevant and timely information to drive fact based decision making and revenue & cost management.
• Be the guardian of HEINEKEN assets and reputation through improved financial controls, managed financial risks and clear & transparent information on business performance.

Key responsibilities

• Be a co-pilot to Sales & Marketing teams in decision making through solicited and unsolicited advice based on financial analysis and in-depth knowledge of business operations.

Trade Terms & Promo Management

• Manage and monitor promotional spend (on- and off-invoice), ensuring alignment to agreed budgets and guardrails
• Track ESD-related spend and ensure correct classification and reporting

Financial Control & Governance

• Ensure all trade terms spend is backed by approved contracts or business justification
• Validate accruals, provisions, and settlements in line with actual activity
• Enforce adherence to DoA, processes, and rules of engagement
• Support closure and reconciliation of rebate agreements and ad hoc promotions

Performance Tracking & Analysis

• Deliver monthly insights on R&O (Risks & Opportunities) and YTD performance vs budget
• Promo tracking per customer
• Identify risks, inefficiencies, and opportunities to optimise Gross-to-Net performance

Process & System Support

• Drive standardisation and improvement of trade terms processes
• Ensure accurate SAP postings, reporting consistency, and clear spend categorisation
• Support implementation of process improvements, controls, and reporting tools

Business Partnering

• Partner with Sales (KAMs, Regional teams) and Finance to challenge and optimise spend decisions
• Provide clear, data-driven insights to support deal councils / revenue forums
• Act as a key link between commercial teams and finance to ensure transparency and accountability
• Support the business planning cycle of Sales & Marketing (Strategic Plan, Annual Plan and Latest Estimates).
• Prepare and deliver streamlined & timely reports including commentaries, KPIs, graphs, internal/external insights and/or benchmarks.
• Manage and monitor promotional spend (on- and off-invoice), ensuring alignment to agreed budgets and guardrails
• Track ESD-related spend and ensure correct classification and reporting
• Analyse Sales & Marketing investments; prepare of Sales & Marketing fund applications and execute post audits where relevant.
• Execution of sample-based analytical reviews on specific topics and transactional data, obtain and monitor implementation of action plans.
• Identify gaps in Sales & Marketing processes, design, propose and implement solutions/controls to strengthen control environment and foster a culture of continuous improvement.