Line of Service

Advisory

Industry/Sector

Not Applicable

Specialism

Data, Analytics & AI

Management Level

Senior Associate

Job Description & Summary

At PwC, our people in data and analytics focus on leveraging data to drive insights and make informed business decisions. They utilise advanced analytics techniques to help clients optimise their operations and achieve their strategic goals.

In business intelligence at PwC, you will focus on leveraging data and analytics to provide strategic insights and drive informed decision-making for clients. You will develop and implement innovative solutions to optimise business performance and enhance competitive advantage.

*Why PWC

At PwC, you will be part of a vibrant community of solvers that leads with trust and creates distinctive outcomes for our clients and communities. This purpose-led and values-driven work, powered by technology in an environment that drives innovation, will enable you to make a tangible impact in the real world. We reward your contributions, support your wellbeing, and offer inclusive benefits, flexibility programmes and mentorship that will help you thrive in work and life. Together, we grow, learn, care, collaborate, and create a future of infinite experiences for each other. Learn more about us.

At PwC, we believe in providing equal employment opportunities, without any discrimination on the grounds of gender, ethnic background, age, disability, marital status, sexual orientation, pregnancy, gender identity or expression, religion or other beliefs, perceived differences and status protected by law. We strive to create an environment where each one of our people can bring their true selves and contribute to their personal growth and the firm’s growth. To enable this, we have zero tolerance for any discrimination and harassment based on the above considerations. "

Job Summary:

We are seeking an experienced and highly analytical Business Analyst – Secondary Sales to join our commercial analytics team. The ideal candidate will bring 6+ years of hands-on experience in the FMCG, CPG, or Retail industry, with deep expertise in secondary sales processes, distributor management, route-to-market strategies, and data-driven decision-making. This role is pivotal in driving sales performance, optimizing distribution efficiency, and enabling data-backed commercial strategies.

Responsibilities:

Secondary Sales Analytics & Reporting • Analyze secondary sales data (sell-out/sell-through) across channels, regions, SKUs, distributors, and retail outlets to derive actionable insights. • Design and manage daily, weekly, and monthly secondary sales dashboards and MIS reports for leadership and field teams. • Track and report on key KPIs including numeric & weighted distribution, strike rate, lines per call (LPC), productivity per beat, ECO (Effective Coverage Outlet), and per-outlet billing. • Perform sales trend analysis, seasonality assessment, and demand pattern recognition at granular levels. Distribution & Channel Management • Partner with sales and distribution teams to monitor distributor ROI, claim settlements, inventory norms, and stock redistribution. • Analyze and optimize Route-to-Market (RTM) strategies and recommend improvements for beat plans, journey plans, and outlet coverage. • Evaluate channel-wise (GT, MT, e-Commerce, institutional) secondary sales performance and identify growth levers. • Support the implementation and tracking of DMS (Distributor Management Systems) and SFA (Sales Force Automation) tools. Sales Performance & Target Management • Assist in sales target setting and cascading (region → ASM → TSI/PSR level) using historical sell-out data and market intelligence. • Track and analyze target vs. achievement (TGT vs. ACH) at all levels and highlight performance gaps and corrective actions. • Build scorecards and incentive tracking models for the field sales force. Trade Promotion & Scheme Effectiveness • Evaluate the effectiveness of trade promotions, schemes, and BTL activities on secondary sales uplift. • Conduct pre- and post-promotion analysis to assess ROI and provide recommendations for future schemes. • Analyze price elasticity and competitive pricing impact on secondary sales performance. Business Intelligence & Process Improvement • Develop automated reports, data models, and visualization dashboards using BI tools (Power BI, Tableau, QlikView, or similar). • Work with IT and data engineering teams to ensure data integrity, standardization, and integration across DMS, ERP (SAP/Oracle), and CRM systems. • Identify process gaps and recommend automation and digitization opportunities within the secondary sales ecosystem. • Collaborate with cross-functional teams (Supply Chain, Marketing, Trade Marketing, Finance) to align S&OP and demand planning with secondary sales trends. Stakeholder Management & Strategic Support • Partner with Regional Sales Managers, Zonal Heads, and National Sales Head to provide strategic sales intelligence. • Present insights and recommendations to senior leadership through compelling storytelling and data visualization. • Support the annual business planning (ABP) process with secondary sales forecasts and scenario planning. Education MBA / PGDM in Sales, Marketing, Operations, or Business Analytics (preferred) OR Bachelor's degree in Engineering, Commerce, Statistics, or Economics. Experience 6+ years of progressive experience as a Business Analyst, Sales Analyst, or Commercial Analyst in the FMCG / CPG / Retail industry. Domain Expertise Deep understanding of secondary sales processes, distributor management, general trade (GT), modern trade (MT), and retail execution. Tools & Technology Proficiency in Advanced Excel, SQL, Power BI/Tableau, and familiarity with DMS platforms (Bizom, Botree, Infosys TradeEdge, FieldAssist, etc.). Working knowledge of SAP/Oracle ERP is a plus. Analytical Skills Strong capabilities in data mining, statistical analysis, forecasting models, and deriving business insights from large datasets.

Mandatory skill sets:

Python + Prompt AI Engineer (Optimization & Security) + Kubernetes/CI/CD , AIML,llm, CI/CD

RAG, Observability (logging, monitoring, tracing)

Preferred skill sets:

Analytical Skills

Years of experience required:

6+ years of progressive experience as a Business Analyst, Sales Analyst, or Commercial Analyst in the FMCG / CPG / Retail industry.

Education qualification:

MBA / PGDM in Sales, Marketing, Operations, or Business Analytics (preferred) OR Bachelor's degree in Engineering, Commerce, Statistics, or Economics.

Education (if blank, degree and/or field of study not specified)

Degrees/Field of Study required: Master of Business Administration, Bachelor of Engineering

Degrees/Field of Study preferred:

Certifications (if blank, certifications not specified)

Required Skills

Analytics

Optional Skills

Accepting Feedback, Accepting Feedback, Active Listening, Analytical Thinking, Applied Macroeconomics, Business Case Development, Business Data Analytics, Business Intelligence and Reporting Tools (BIRT), Business Intelligence Development Studio, Communication, Competitive Advantage, Continuous Process Improvement, Creativity, Data Analysis and Interpretation, Data Architecture, Database Management System (DBMS), Data Collection, Data Pipeline, Data Quality, Data Science, Data Visualization, Embracing Change, Emotional Regulation, Empathy, Geopolitical Forecasting {+ 24 more}

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Not Specified

Available for Work Visa Sponsorship?

No

Government Clearance Required?

No

Job Posting End Date