National Wholesale Manager

Job Description

The incumbent is responsible for managing wholesalers (2nd levels) in the market. For strategic and tactical wholesale channel planning, negotiations, channel strategy development, facilitation of implementation within the boundaries of strategic channel plans. Stakeholder management and reporting, according to JTI’s wholesalers management framework and fundamentals in order to achieve set KPI’s of a portfolio and coverage by wholesalers.
*Areas of Responsibility:
Strategy:
• Develops wholesalers role, strategy, investment, volume, coverage & profit targets by customer by brand. Proposes investments and programs for each wholesaler in line with long / short strategies, financial calculations, P & Follow up and correct if needed. Monitor and report performance, stocks, coverage, budget spending and KPIs on regular basis agreed with line manager.
Goal Setting:
• Initiates specific goals for each wholesaler, support Supervisors and negotiates eventual contracts with performance KPIs. Shares best practices. Monitor and timely report the activity of the competition and ensure that appropriate response strategies are formulated and communicated. Initiates, develops and maintains a very good business relationship with clients, for business development through sales / delivery support, trade programs, communication with other functions / related organizational divisions (senior management, procurement, logistics, finance, law and operations.
Communications:
• Work and collaborate with sales operations to fulfill operational strategies (logistics operations, centralized platforms). Communicate timely with all stakeholders within M&S to ensure synchronization of activities in wholesalers matching plans in other channels. Close cooperation with Key Accounts, Distribution, Logistics, Commercial Planning and others. knowledgeable about rules of tobacco products flow in the market
Team Management:
• Manage and coach the team of Wholesalers Supervisors in Divisions. Implement WHS strategies and plans via his team in close collaboration with Divisional and Regional Managers and other teams involved in our route to consumer.

*Candidate profile:
Language Skills:
• Good level of English knowledge.
• Microsoft Office (Power Point and Excel).
Functional Skills:
• Category management.
• Channel management knowledge (planning and P&L proposal).
• wholesalers' management.
• Tobacco category financial knowledge.
• Negotiations skills (advanced level).
• Very good Communication skills (both speaking and writing).
• Very good sales & distribution knowledge.
• Project management skills, Presentation skills.