Sales Supervisor

Job Description

The incumbent is responsible for developing and implementing full tobacco selling outlets database and visiting customer bases within 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. Achieving team's targets for coverage, sales volume, trade marketing, merchandising, brands distribution & new launches. Her/his activities to achieve KPIs are coaching Reps in the field, monitoring, assessing & correcting the execution. She/He will analyze individual performance in the team, motivate and coach Reps for best-in-class performance. Ensure team's knowledge of field sales fundamentals: steps of the call, selling skills, tobacco market/category, factors impacting the territory performance.

Main Areas of Responsibility:
Operational
• Achieve monthly/annual KPIs and objectives
• Ensure right stock management per TMR and POS.
• Track monthly /quarterly and annual targets and adjust performance of team
Territory Management
• Ensure completeness and accuracy of total tobacco selling universe in assigned territory. Manage all existing outlets information in Sales Force Automation System.
• Participate actively in preparing TMRs' monthly route planning based on the objectives and JTI direction,
• Take 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 spots, eye-level & diamond criteria in installations
• To monitor DUs planogram, physical condition, lighting based on defined standards.
Trade Marketing
• Plan allocated resources, GAIs, TITPs & display units by considering CPA, ROI & ROO,
• Monitor delivery process of resources to trade through ongoing & regular checks inside & outside office. (control GAIs/TITP receipts)
• Provide trade marketing department with regular feedback regarding the type, variety & quantity of GAI.
• Monitor proper implementation of trade marketing programs e.g. loyalty programs.
Execution Excellence
• Communicate and monitor compliance of JTI policies, marketing standards, procedures & processes.
• Hold periodical sessions with TMRs, esp. at the beginning of each cycle activity & project, to communicate the specific verbalization, brief them about project plan, implementation, KPI and proper verbalization
• Predict objections proactively and plan to handle them,
• Control sales & merchandising (display units) data & reports for accuracy.
• Conduct constant market visits to control execution of marketing and sales activities, price, competition and market updates.
• Support TMRs in key outlets to achieve allocated objectives through negotiation and financial arguments.
• Prepare monthly market visit plan 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 managers with a weekly report (sales and marketing, project, launches, 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 cooperation with HR based on JTI standards.
• Develop, motivate and coach his/her team to create an atmosphere of trust, winning attitude & accountability.
• To have long term plans to develop proper successors through appropriate supporting documents such as PIP.
• Hold regular feedback sessions with his/her team regarding performance, target achievements, personal developments
• Train, coach (on & off the job) & mentor TMRs on steps of the call, negotiation skills, selling skills & proper verbalization.
• Report disciplinary cases to his/her line manager and HRBP with proper and valid document in a timely manner.

Knowledge, Skills, Experience Required
Education:
Preferably bachelor's degree
Work Experience:
Minimum 2 years’ experience in sales & marketing
Language Skills:
Intermediate English
Functional Skills:
• Good marketing knowledge, trade insight and external environment,
• Good skills in planning/forecasting,
• Good management skills and team player
• Knowledge of project management techniques will be an advantage.