PUBLICATIONS & TOOLS

The Sales Forecast Manager leads meetings to collect and update forecasts (weekly updates, forecasts for one year and more), and steers activity reporting using key performance indicators (reliability of data feedback).
He/she is also responsible for collecting all sales-related data (data feedback, history, etc.).
He plays a vital role as an interface between operations (Logistics, Production) and the Marketing, Sales and Finance Departments.
One of his key skills is his ability to take into account the various parameters (volume growth, inventory reduction policy, lead time reduction, product obsolescence, promotions, launches) likely to impact his forecasts. Depending on the business sector concerned and the technical nature of the product, other parameters (use-by dates, regulatory aspects) will also need to be taken into account.
In addition to their operational duties, Sales Forecast Managers may be called upon to take on more cross-functional responsibilities, such as coordinating sales processes or rolling out a new sales forecasting tool.
They manage a team of Forecasters, generally organized by product line.