مدیر فروش بخش

Job Description

The incumbent leads to execution in his/her division to achieve volume, distribution and trade marketing objectives. He/She will be accountable for managing JTI field force, field operations and implementing key strategies which will result in SOM and OCC growth. In addition, DM will work closely with Sales management, proposing strategies and tactics and implementing agreed plans. This position will manage his division in the most effective and efficient way using company resources available. Managing team structure, coverage efficiency, projects ROI.

The incumbent will be responsible for managing operations across 7 cities in the northern area of the country, with 4 Regional Managers directly reporting to him/her

Main Areas of Responsibility:

Strategic Planning:
Developing and implementing strategies and plans:
• To increase JTI Iran share of market
• Achieve annual divisional volume target according to A&SP
• Plan & implement different projects (launches, trade activity programs, sales schemes, etc.) based on region and area capacity/ data analysis through proper budgeting, team briefing and monitoring.
• Plan, estimate and break down annual sales volume into quarters and cycles strategies by developing short- and long-term strategies for his/her region according to JTI A&SP targets.

Operational Management:
• Set, monitor, propose and follow up efficient KPIs based on annual and monthly region objectives (cycle objectives are included)
• Ensure proper territory management within his region (Proper numeric and weighted handling coverage)
• Achieve effective portfolio distribution, effective call rate, active POSs, proper strike rate and OOS elimination within the region based on targets.
• Develop & propose initiatives to enhance quality of operations, identify opportunities and propose innovative actions to produce better results
• Provide company new ideas, initiatives & strategies to facilitate implementations, take advantage of opportunities with agility & solve problems.

Trade Marketing:
• Plan trade marketing programs in cooperation with Sales management to enhance trade business partnership, trade loyalty, brand awareness as well as brand visibility.
• To manage relevant budget for above activities (this requires on time budget forecast, getting relevant approvals and allocation to his region)
• To Monitor implementation of programs to ensure it is in line with defined plan and budget. To prepare periodical reports regarding latest status of the project.
• Estimate, plan and control GAIs, TITP, display units & other resources to enhance trade relationship and gain competition edge in his/her region
• Ensure that his/her team are making and maintaining effective business relationships.
• Ensure field force understand business partnership concept like triple-win, financial negotiation (ROI) and ROO.

Merchandising:
• Enhance his/her division trade marketing strategies by applying proper strategy in line with existing business and market situation (market level of competition)
• To implement approved merchandising targets through proper allocation in his/her region (including optimization, and installation).
• Ensure all new installations are based on JTI merchandising strategies.

Reports & Controlling Data:
• Provide his/her line manager with reports regarding sales and marketing performance, competition, and other market updates (new launches, projects, sales skills and activities). • Control monthly KPI, OT (over time) & mission reports, expenses, cash advance & petty cash reports.
• Control stock-take reports of his/her region warehouses and ensure consumption files are available.
• Monitor quality of fleet and EHS activities. To ensure that it is implemented based on defined standards by his/her direct reports.

People Management:
• Act as a role model and communicate JTI values, code of conduct, policies and procedures in his/her area
• 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.
• Have long term plans to develop proper successor through appropriate supporting documents such as PIP, by allocating effective and permanent tasks.
• Identify his direct reports main development areas and purpose proper training and development plans
• Hold regular feedback sessions with his/her team regarding performance, target achievements, personal developments
• Improve skills and formulate a high level of self-motivation and self-development sense through coaching, mentoring, and the use of development activities, performance reviews and development plans.
• Report disciplinary cases to his/her line manager and HRBP with proper and valid document in a timely manner
• Analyzing his/her area chart to increase efficiency upon business demand.
• Identify training needs of his/her team and transfer required knowledge by him/herself or conduct training with alignment of HR
• Coach his/her team by conducting regular coaching sessions followed by team feedback and performance plans

Knowledge, Skills, Experience Required
Education:
• Bachelor's degree in sales and marketing or relevant field. Holding MBA degree will be an advantage

Work Experience and Competencies:
• Minimum 5 years’ experience in sales leadership roles

Languages and Computer Skill:
• Fluent in English writing & speaking Functional
• Solid consumer marketing knowledge, trade insight and external environment,
• Strong skills in planning/forecasting & developing strategic plans
• Proven people management skills and team player
• Proficiency in field intelligence, KPI monitoring / reporting and trade marketing excellence tools
• Familiar with project management techniques