Job Description
The incumbent is responsible for developing and implementing a full tobacco-selling outlets database and visiting the customer base within the assigned territory with regular routing updates for Representatives' coverage. He/She will manage assigned territory for the most effective and efficient coverage and use of company resources. He is achieving the team's targets for coverage, sales volume, trade marketing, merchandising, brand distribution and new launches. Her/his activities to achieve KPIs are coaching Reps in the field, monitoring, assessing, and correcting the execution. She/He will analyze individual performance in the team, and motivate and coach Reps for best-in-class performance. Ensure the team's knowledge of field sales fundamentals: steps of the call, selling skills, tobacco market/category, and factors impacting the territory's performance.
Areas of responsibility:
Operational:
- Achieve monthly/annual KPIs and objectives.
- Ensure the right stock management per TMR and POS.
- Track monthly /quarterly and annual targets and adjust the performance of the team.
Territory Management:
- Ensure completeness and accuracy of total tobacco selling universe in assigned territory.
- Manage all existing outlet information in the sales force automation system.
- Participate actively in preparing TMRs' monthly route planning based on the objectives and JTI direction.
- Take an active role in optimizing TMR coverage by reporting feedback and proposing improvements to the manager (adding high-potential outlets as well as removing low-potential ones).
- Control outlet addition/deletion processes to the routes by checking randomly selected POSs.
Merchandising:
- Meet annual marketing objectives (based on customer classification and CPA concept): this demands physical activity including handling/carrying DUs upon business demand.
- Ensure quality of execution in installations, observing hot spot, eye-level and diamond criteria in installations.
- Monitor DU planogram, physical condition, and lighting based on defined standards.
Trade Marketing:
- Plan allocated resources, GAIs, TITPs & display units by considering CPA, ROI, and ROO.
- Monitor the delivery process of resources to trade through ongoing and regular checks inside and outside the office. (Control GAIs/TITP receipts).
- Provide the trade marketing department with regular feedback regarding the type, variety, and quantity of GAI.
- Monitor proper implementation of trade marketing programs e.g., loyalty programs.
Execution Excellence:
- Communicate and monitor compliance with JTI policies, marketing standards, procedures, and processes.
- Hold periodical sessions with TMRs, esp. at the beginning of each cycle activity and project, to communicate the specific verbalization, brief them about the project plan, implementation, KPI, and proper verbalization
- Predict objections proactively and make a plan to handle them,
- Control sales and merchandising (display units) data & reports for accuracy.
- Conduct constant market visits to control the execution of marketing and sales activities, price, competition, and market updates.
- Support TMRs in key outlets to achieve allocated objectives through negotiation and financial argument.
- Prepare monthly market visit plans based on team development areas, and business demand.
- Deliver SDR to his/her area manager after each market visit.
- Utilize SFA to review territory and team performance, control brand distribution, and progress on KPI achievements.
- Provide area manager with a by-weekly report (sales and marketing, project, lunches, market updates, price, and competition).
People Management:
- Act as a role model and communicate JTI values, code of conduct, policies, and procedures in his/her territory.
- Ensure of appropriate candidate selection and recruitment in corporation with HR based on JTI standards.
- Develop, motivate, and coach his/her team to create an atmosphere of trust, winning attitude, and accountability.
- Have a long-term plan to develop a proper successor through appropriate supporting documents such as PIP.
- Hold regular feedback sessions with his/her team regarding performance, target achievements, and personal developments.
- Train, coach (on and off the job), and mentor TMRs on steps of the call, negotiation skills, selling skills, and proper verbalization.
- Report disciplinary cases to his/her line manager and HRBP with proper and valid documents promptly.
Others:
- Manage office tasks like warehouse, fleet, admin, and security.
- Handle tasks from other departments such as legal, P&C, and GIP.
