Cross-Functional Alignment for Sales and Operations Planning in a Cement Company in Indonesia

This paper aims to propose a conceptual framework of the Sales and Operations Planning (SOP) process in a cement company in Indonesia. The company encountered several obstacles in their SOP process, including asymmetric data information for planning purposes, conflicts between supply and demand planning, use of a manual spreadsheet to consolidate the supply planning, and integrating 2 (two) Enterprise Resource Planning (ERP) systems. A literature study regarding SOP and its several aspects are performed parallels with a case study method to explore SOP implementation in the company. The research strategy performed using focus group discussion with SOP actors, observation on the meeting activities, and interviews with the key person in the selected functional area. The authors propose a conceptual framework of the SOP process to resolve the problems adapted to company conditions. This paper's contribution is to provide an overview of SOP implementation and its problem in the enterprise-level to provide a better understanding for practitioners in other industries and also academic performers.