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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.