Assessment of Sales and Operations Planning Maturity in an Automotive Manufacturer

This study aims to assess Sales and Operations Planning (S&OP) maturity and support the organization and managers in process improvement. The assessment of S&OP maturity was conducted through a case study research approach in a Japanese automotive manufacturer located in Brazil, utilizing a survey completed by 28 employees actively involved in the process. The survey aimed to capture insights into current practices and maturity levels within the organization. Additionally, the Analytic Hierarchy Process (AHP) was applied to prioritize implementation and improvements. In the evaluation, it was identified that production planning is the most relevant alternative to initiate S&OP implementation, followed by sales planning and operations planning, each contributing in distinct ways. This paper contributes to filling a gap in the literature by exploring S&OP within complex organizational contexts and by illustrating the value of applying theoretical methods to real-world corporate challenges.