Harpia Human Capital

Sales

• Lead the commercial planning process and sales forecasting, ensuring alignment with budget, production, and logistics
• Work integrated with S&OP to ensure coherence between forecasted demand, production capacity, and service levels
• Support the definition and rollout of commercial targets by channel, region, customer, and product
• Monitor variances between planned vs. actual results and lead root-cause analyses
• Ensure correct execution of order, billing, contract, and commercial policy processes
• Control prices, discounts, allowances, budgets, and commercial terms, ensuring adherence to defined guidelines
• Act as guardian of commercial margin, flagging risks and deviations
• Serve as the primary link between Commercial, Finance, Operations, Logistics, and Production
• Establish and monitor commercial KPIs such as revenue, margin, mix, sell-in, sell-out, coverage, and inventory turnover
• Develop and maintain management reports and dashboards for leadership
• Support decision-making with clear, objective, data-driven analyses
• Ensure the reliability of commercial data in systems (ERP, CRM, BI)
• Standardize and improve sales administration and commercial planning processes
• Support internal controls, audits, and compliance related to commercial operations
• Manage, guide, and develop the sales administration/planning team
• Set priorities, track deliverables, and ensure quality standards
• Promote integration between the commercial team and support areas

Sales Planning and Administration Coordinator

Human Resources

• Lead the entire people agenda in a growing company, with a strong focus on performance, development, and employee experience.
• Serve as the primary strategic HR reference, reporting to senior leadership and influencing key decisions.
• Design and execute the People & Management strategy aligned with the business plan.
• Lead and develop the HR team (HR Business Partners, Talent Acquisition, L&D/Organizational Development, Compensation, etc.).
• Structure attraction, selection, and employer branding programs.
• Implement development paths, succession planning, and performance management.
• Strengthen culture, engagement, and internal communication.
• Design compensation, benefits, and recognition policies.
• Act as a strategic partner to the board and C-level executives.

Head of People & Management – Strategic HR

Manager

• Development and implementation of Trade Marketing strategy
• Management of the promotional calendar
• Creation and monitoring of point-of-sale (POS) materials
• Management of relationships with distributors
• Monitoring execution in the field
• Analysis of sell-in and sell-out metrics
• Coordination of incentive programs for sales teams
• Mapping and segmentation of channels
• Management of trade budgets
• Monitoring competitors at the point of sale
• Development of execution guidelines
• Support for the commercial/sales team
• Evaluation of trade activity performance
• Integration with marketing, sales and supply chain teams

Trade Manager – Consumer Goods

Financial Planning and Analysis

• Prepare and analyze the management P&L (DRE)
• Prepare projected cash flow
• Analyze variances between actual and budgeted results
• Build and improve financial models
• Participate in results presentations to the Board of Directors

Sales Planning and Administration Coordinator

Head of People & Management – Strategic HR

Trade Manager – Consumer Goods

Financial Planning Coordinator