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Sales & Operations Planning Manager

Contract Type
Education, Media & Communications
London, GBR
Expiry Date
Sales & Operations Planning Manager Description REGIONAL SALES & OPERATIONS PLANNING (S&OP) MANAGER - Role Profile Supply Chain Mission Pearson’s mission is to help make education and learning, more effective, more...

Job Description

Sales & Operations Planning Manager



Supply Chain Mission

Pearson’s mission is to help make education and learning, more effective, more accessible, and more affordable. This means that, in every market our Supply Chain needs to be a customer-focused, responsive, and trusted partner that delivers significant financial results for Pearson.

We measure Supply Chain success against the following:

  • Customer experience- improving our On Time In Full order delivery performance to customers
  • Financial benefits- Opex(Operational Expenditure)savings, Cost Of Goods Sold(COGS)savings, Gross Inventory savings
  • Procurement and warehousingoperations becoming simpler and more efficient
  • Talent- developing the Supply Chain team’s capability - developing Supply Chain professionals who drive key decisions based on strong analytical capability, commercial acumen, and customer focus


Regional S&OP Managers are accountable for ensuring all markets have consensus demand forecasts which are translated into orders, that are delivered to customers - on time in full. They improve customer service levels, reduce costs, and free-up working capital, through deploying, embedding, and improving the global S&OP process.

Global adoption of Pearson’s S&OP process is key to our Supply Chain transformation, and Regional S&OP Managers are accountable for influencing stakeholders to ensure that standard roles, processes, and systems are adopted.

We are part-way through our journey to transforming into a digitally-enabled, proactive, business function. Regional S&OP managers are accountable for deploying and embedding S&OP people, systems, and process capability in new markets. We are introducing new ways of working, and need to change mindsets and behaviours as we drive adoption of statistical forecasting and automated planning.

Within markets where S&OP has been deployed, the challenge is to embed the full process, for all lines of business, and continue to develop maturity of process, embedding both Demand Review Meetings(DRMs)and Supply Review Meetings(SRMs), and improving the S&OP process each cycle.

Successfully embedding Pearson’s S&OP process requires leaders who can navigate complexity and influence colleagues at all levels, across a decentralised, global matrix. Increasing collaboration; embedding more robust decision-making; and changing the conversation between Sales, Finance, and Operations - without direct control, is one of the most challenging aspects of the role. It is essential that our Regional S&OP Managers can influence without position power.

Key Performance Indicators:

  • S&OP compliance and engagement Metrics
  • DRM & SRM meeting effectiveness, attendance, and participant feedback ( tbc )
  • Demand Forecast Accuracy and Demand Forecast Bias
  • Purchase Order Compliance
  • Financial : Inventory and balance sheet provision targets / Obsolescence / Total stock value and volume / Working Capital targets
  • Customer: DIFOT (dispatched in full and on time)

Key relationships:

  • Reporting into the central S&OP Pillar Lead
  • Partnering with central supply chain team colleagues (S&OP, Direct Procurement, Network Optimisation, Global Processes, Performance & Innovation)
  • Key relationships with: Analytics Shared Service Centre, Customer Services, Demand Planners, Direct Procurement, Editorial, Finance, Logistics, Marketing, Market Managing Directors, Regional Operations lead, Sales, Supply Planners

Roles & Responsibilities -Deploy, embed, and improve the S&OP process

Engage Stakeholders

  • Engage and influence leaders across the organisation to realise the benefits of S&OP
  • Clearly communicate the link between adopting S&OP, and stakeholders achieving their goals
  • Secure commitment from Finance, Sales, and market Managing Directors, to actively participate in DRMs and S&OP meetings, and use their Consensus Forecast to plan supply

Develop Supply Chain Talent

  • Develop Supply Chain professionals who drive key decisions based on strong analytical capability, commercial understanding, and customer focus
  • Ensure Demand and Supply teams fully utilise the Analytics Shared Service Centre
  • Communicate clear performance standards and expectations for DRM, SRM, and S&OP meetings
  • Ensure Demand Planners are trained to fully leverage Logility
  • Coach and mentor Demand Plannersin Forecast Enrichment
  • Coach Demand Planners in preparing scenarios
  • Coach Demand Planners to lead Demand Review Meetings
  • Coach Demand Planners in preparing for S&OP meetings
  • Ensure Supply are fully trained to optimise Oracle ASCP(Advanced Supply Chain Planning)
  • Coach Supply Planners/Planning Managers to lead Supply Review Meetings
  • Lead Demand and Supply Communities of Practice

Provide regional analysis and insight

  • Leverage visual dashboard reports to monitor trends and identify performance issues
  • Conduct what-if analysis to create scenarios for reconciling demand, supply and financial plans
  • Explain the risks and upside associated with different scenarios

Facilitate the S&OP process

  • Drive integrated business decisions through leading regional S&OP meetings which result in informedrecommendations over an 18-24 month planning horizon
  • Ensure S&OP master data is maintained and aggregated to an appropriately high level
  • Hold Demand Planners accountable for ensuring the demand signal is complete and updated within the planning calendar, and that the demand can be aggregated over multiple markets
  • Ensure that new product introduction (NPI) plans are included in the demand planning and supply planning processes, and any risks/material liabilities have been identified
  • Ensure Obsolescence / End of Life is managed efficiently and effectively
  • Ensure that decisions from the S&OP meeting are fully executed

Drive continuous improvement

  • Track compliance with S&OP processes, and develop improvement action plans
  • Identify root causes for gaps between top-down and bottom-up financial plans
  • Conduct Root Cause Analysis (RCA) to improve Demand Forecast Accuracy and Bias
  • Ensure supply teams assign the appropriate replenishment strategies, and maintain planning parameters in the Oracle ASCP module
  • Hold Supply to account for Purchase Order compliance
  • Partner with Logility and Oracle ASCP Subject Matter Experts (SME) to buld capability
  • Partner with the S&OP Global Process Owner to ensure continuous improvement

Person Specification:

  • Degree level education in business administration, engineering, operations, supply chain management, or a related field,ora minimum 3 years in global Demand and/or Supply planning
  • Experience leading teams, and influencing people within a global, matrix organisation
  • In-depth understanding of demand planning and supply planning
  • Has participated in an S&OP process for at least one year
  • Has integrated sales forecasts, shipment histories, and marketing plans into Demand Forecasts
  • Working knowledge of sales, marketing, and product life cycle processes
  • Understands financial planning and the links between demand/supply and financial plans
  • Understands the costs associated with increasing or decreasing supply chain flexibility
  • Has used ERP Planning systems (eg: SAP, Oracle ASCP); business intelligence systems (eg: Tableau); and understands how data is constructed within systems
  • Hands-on experience with scenario planning tools and techniques


  • Proven mathematical abilities. Quick in mental arithmetic. Proficient in statistics
  • Certification in supply chain or general operations management (eg: APICS)

Knowledge, Skills, Mindset & Behaviours

  • Role models Pearson Values:Brave, Imaginative, Decent and Accountable
  • Proactive. Self-managing. Tenacious. Determined to improve performance. Delivers on time
  • Curious. Wants to keep learning, and improving ways of working.Invests time in continuous professional development
  • Champions change - Inspires others to follow their lead
  • Enjoys coaching and developing people
  • Strong quantitative analytical skillsto evaluate and interpret complex data
  • Analytical, commercial problem solver
  • Skilled in analysing and translating large volumes of complex data into commercial insights
  • Explains how forecasts have been constructed and advises on relative confidence of forecasts
  • Able to analyse large volumes of information, and resolve complex issues, at pace
  • Commercially driven. Motivated by increasing sales and protecting profit
  • Interested in what drives the education market; customer trends, & product volatility
  • Makes the complex simple to understand.Communicates in a simple way, and recommends practical actions. Constructs simple presentations which enable decision making
  • Fluent in spoken and written english. Ideally: Fluent in a second language
  • A clear communicator, able to simply explain Supply Chain management concepts, eg:
  • How an End-to-End supply chain works
  • Why Forecast Accuracy and Forecast Bias are important indicators for business leaders
  • How Demand and Supply Planning systems work, and how data impacts those systems
  • Days, Months on hand / the impact of increasing stock turns
  • Economic order quantitiesHow to calculate Safety Stocks
  • Lead times
  • Replenishment strategies
  • Forecast Accuracy
  • End-to-end cost to supply (COGS and Cost to Serve)
  • Builds working relationships based on trust and credibility. Assertive and collaborative. Holds self and others accountable
  • Manages conflict effectively. Challenging & supportive. Able to question colleagues’ assumptions, whilst still keeping them ‘on-side’
  • Develops and contributes to collaborative, high-performance teams
  • Able to get things done, working across functions in a matrix, global business
  • Demonstrates strengths in Advocacy and Inquiry. Actively listens.
  • Keeps meetings on track. Negotiates amongst diverse stakeholders, to identify common goals, agree decisions, and secure commitment to action


  • Degree level education in business administration, engineering, operations, supply chain management, or a related field,ora minimum 3 years in global Demand and/or Supply planning
  • Certification in supply chain or general operations management (eg: APICS)


Primary Location: GB-GB-London

Work Locations: GB-London-80 Strand 80 Strand London WC2R 0RL

Job: General Business Operations

Organization: Technology & Operations

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Nov 5, 2018

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 1814233

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.