Senior Corporate Sales Performance Controller

Job Description

Job Description

Job Overview

Job Title: Senior Corporate Sales Performance Controller

Department: Sales Analysis

Reports To: Head of Sales Analysis

Country: Lebanon

Branch: Saida

Job Purpose

The Corporate Sales Performance Controller oversees commercial performance across all Group entities, leading Group-wide reviews, setting review agendas, and challenging country heads to drive accountability and support management decision-making. This role leads country visits and commercial coaching, while developing KPIs, controls, and commercial standards to ensure consistent performance monitoring and continuous improvement across the Group. It also mentors mid-level staff and promotes commercial excellence across all entities.

Key Accountabilities

1. Sales Performance and Drivers

Monitor sales performance against budgets, forecasts, and prior-year results across countries, branches, products, customers, and sales teams.

Analyze key performance drivers, maintain commercial KPIs, identify risks and growth opportunities, and recommend corrective actions.

Review country sales forecasts, plans, and assumptions, highlighting performance gaps.

2. Stock and Availability

Analyze stock levels, ageing, slow-moving and near-expiry inventory, stock-outs, and potential lost sales.

Coordinate with Supply Chain and country management to align inventory with purchasing plans and seasonal demand.

Recommend corrective actions, including pricing adjustments, promotions, and stock redistribution.

3. Customers and Market

Evaluate customer performance, retention, churn, acquisition, concentration risks, and growth opportunities.

Monitor pricing, discounts, and margins to identify policy deviations and margin leakage.

Coordinate with Finance and country management on credit exposure and overdue balances affecting commercial decisions.

4. Field Visits and Commercial Guidance

Conduct country and branch visits to review sales performance, identify improvement opportunities, and ensure policy compliance.

Guide sales managers on target setting, account planning, sales practices, and performance analysis.

Document findings, assign corrective actions, and monitor implementation.

5. Commercial Compliance and Control

Monitor compliance with pricing policies, discount limits, approval procedures, and commercial controls.

Review ERP sales transactions, returns, and adjustments to identify irregularities and control gaps.

Escalate significant deviations and recommend corrective measures and process improvements.

6. Reporting and Data Quality

Prepare monthly and quarterly commercial performance reports and dashboards highlighting KPIs, trends, risks, and recommendations.

Validate ERP and reporting data accuracy, coordinating with IT and Finance to resolve discrepancies and improve automation.

Maintain commercial action trackers and monitor progress, accountability, and closure.

Generic Responsibilities

Safety, Quality, Health and Environment (SQHE):

• Follow all relevant policies, processes and procedures so that work is carried out in a controlled and consistent manner.

Policies, Systems, Processes & Procedures

• Adhere to all relevant SQHE policies, procedures, instructions and controls to ensure that work is delivered up to the required levels of Safety, Quality, Health and Environmental responsibility manner.
• Deliver work responsibilities in accordance with agreed organizational standards, approved policies and procedures that may be subject to change or improvement.

Others

• Coordinate and cooperate with team members, colleagues and superiors on work issues to ensure optimal delivery of work responsibilities.
• Prepare, verify and send periodic reports, or any other data reporting material as per work requirement and management requests.
• Carry out any other duties as per management request or work requirements.

Interactions and Work Relationships

Internal

• Internal Audit
• IT and Business Intelligence

External

• Key customers and distributors
• Suppliers and principals
• Systems and BI vendors

Qualifications

Experience

• 8+ years, with proven experience guiding or managing sales teams across several markets.

• Education and Certification

• Bachelor’s degree in business administration, Finance, Economics or a related field; an MBA or professional qualification is an advantage.

• Job Specific Skills

• Strong grasp of sales drivers, pricing and margin, inventory and customer analysis.

• Advanced Excel and Power BI; hands-on ERP experience.

• Experience in agrochemicals, agri-inputs, FMCG or distribution across multiple countries, and exposure to African markets, is a strong advantage.

• Fluent English; French and/or Portuguese are advantages.

• Willingness to travel frequently

• Competencies

• Analytical Thinking & Problem Solving-L4

• Integrity-L3

• Communication-L3

• Attention to Details-L3

• Driving & Achieving Results-L4

Job Description:

• Job Overview

• Job Title: Senior Corporate Sales Performance Controller

• Department: Sales Analysis

• Reports To: Head of Sales Analysis

• Country: Lebanon

• Branch: Saida

• Job Purpose

• The Corporate Sales Performance Controller oversees commercial performance across all Group entities, leading Group-wide reviews, setting review agendas, and challenging country heads to drive accountability and support management decision-making. This role leads country visits and commercial coaching, while developing KPIs, controls, and commercial standards to ensure consistent performance monitoring and continuous improvement across the Group. It also mentors mid-level staff and promotes commercial excellence across all entities.

• Key Accountabilities

• 1. Sales Performance and Drivers

• Monitor sales performance against budgets, forecasts, and prior-year results across countries, branches, products, customers, and sales teams.

• Analyze key performance drivers, maintain commercial KPIs, identify risks and growth opportunities, and recommend corrective actions.

• Review country sales forecasts, plans, and assumptions, highlighting performance gaps.

• 2. Stock and Availability

• Analyze stock levels, ageing, slow-moving and near-expiry inventory, stock-outs, and potential lost sales.

• Coordinate with Supply Chain and country management to align inventory with purchasing plans and seasonal demand.

• Recommend corrective actions, including pricing adjustments, promotions, and stock redistribution.

• 3. Customers and Market

• Evaluate customer performance, retention, churn, acquisition, concentration risks, and growth opportunities.

• Monitor pricing, discounts, and margins to identify policy deviations and margin leakage.

• Coordinate with Finance and country management on credit exposure and overdue balances affecting commercial decisions.

• 4. Field Visits and Commercial Guidance

• Conduct country and branch visits to review sales performance, identify improvement opportunities, and ensure policy compliance.

• Guide sales managers on target setting, account planning, sales practices, and performance analysis.

• Document findings, assign corrective actions, and monitor implementation.

• 5. Commercial Compliance and Control

• Monitor compliance with pricing policies, discount limits, approval procedures, and commercial controls.

• Review ERP sales transactions, returns, and adjustments to identify irregularities and control gaps.

• Escalate significant deviations and recommend corrective measures and process improvements.

• 6. Reporting and Data Quality

• Prepare monthly and quarterly commercial performance reports and dashboards highlighting KPIs, trends, risks, and recommendations.

• Validate ERP and reporting data accuracy, coordinating with IT and Finance to resolve discrepancies and improve automation.

• Maintain commercial action trackers and monitor progress, accountability, and closure.

• Generic Responsibilities

Safety, Quality, Health and Environment (SQHE):

• Follow all relevant policies, processes and procedures so that work is carried out in a controlled and consistent manner.

• Policies, Systems, Processes & Procedures

• Adhere to all relevant SQHE policies, procedures, instructions and controls to ensure that work is delivered up to the required levels of Safety, Quality, Health and Environmental responsibility manner.

• Deliver work responsibilities in accordance with agreed organizational standards, approved policies and procedures that may be subject to change or improvement.

• Others

• Coordinate and cooperate with team members, colleagues and superiors on work issues to ensure optimal delivery of work responsibilities.

• Prepare, verify and send periodic reports, or any other data reporting material as per work requirement and management requests.

• Carry out any other duties as per management request or work requirements.

• Interactions and Work Relationships

• Internal

• Internal Audit

• IT and Business Intelligence

• External

• Key customers and distributors

• Suppliers and principals

• Systems and BI vendors

Qualifications

Experience

• 8+ years, with proven experience guiding or managing sales teams across several markets.

• Education and Certification

• Bachelor’s degree in business administration, Finance, Economics or a related field; an MBA or professional qualification is an advantage.

• Job Specific Skills

• Strong grasp of sales drivers, pricing and margin, inventory and customer analysis.

• Advanced Excel and Power BI; hands-on ERP experience.

• Experience in agrochemicals, agri-inputs, FMCG or distribution across multiple countries, and exposure to African markets, is a strong advantage.

• Fluent English; French and/or Portuguese are advantages.

• Willingness to travel frequently

• Competencies

• Analytical Thinking & Problem Solving-L4

• Integrity-L3

• Communication-L3

• Attention to Details-L3

• Driving & Achieving Results-L4