Trade Marketing Representative

Job Description

The incumbent will be responsible for covering retail outlets and presenting and selling company products to POSs in his defined zone. She/he will be responsible for meeting the monthly trade marketing objectives including JTI’s full portfolio availability, visibility, merchandising, and freshness of the JTI brands (FIFO/LIFO), monitoring the retail sales price,, and launching of new products. The incumbent is responsible for achieving monthly/annual objectives of operational KPIs.

Areas of responsibility:

Territory Management:

• Follows JTI’s route planning and visit frequency (occasionally visits some important outlets out of plan, in-line with his supervisor).
• Optimizes coverage, adds high-potential outlets to his route, and gives feedback about low-potential outlets in his route.

Merchandising/Trade Marketing:

• Meet annual marketing objectives considering CPA regarding:

1. Number of new display unit installations
2. Number of unit optimizations
3. Number of installations of units with retail display ban (RDB) options.

• Quality execution of installations, observing hot spots, eye-level & diamond criteria in installations.
• Maintaining the planogram, good physical condition, and light-on policy of the display units
• Maintains agreed planogram, monitors and records planogram compliance.

Negotiation and Objection Handling:

• Uses business information to strengthen selling arguments.
• Uses basic selling structures like the 4Ps to motivate shop owners to purchase.
• Communicates and educates shopkeepers about tobacco legislation verbally or through printed materials.

Reporting:

• Monitors and reports competitors’, and retailers’ activity, and market dynamics to his supervisor.
• Collects and records valid information through the sales application.
• Collects pricing information for the tobacco category.