Planejamento de Vendas e Operações (S&OP) em uma Empresa Petroquímica

Abstract

Sales and Operation Planning (S&OP) is an aggregate planning process that takes place on a time horizon of one to two years and aims to match the levels of service to the client with adequate management of assets and organizational costs. The present study seeks to analyze the workings S&OP in a large petrochemical company and relate it to the recommendations in the literature. Through interviews with company employees and documental analysis, the case study revealed that S&OP was instrumental in the construction of a multidisciplinary environment for decision making. It also helped to reduce the uneven distribution of information between different parts of the company and encouraged those at the company to become more involved in an attempt to follow a single plan that had been approved and recognized as the best alternative for the organization. The findings also showed that, unlike the theoretical propositions, the S&OP at the company in question incorporated detailed programming routines in production, revealing a more operational aspect in detriment of tactical guidelines.