Regional Sales Manager

Job Description

The incumbent will be responsible for assigned territory planning, managing, and motivating a sales team. She/He will do this by using allocated resources and budgets to achieve the company's targets like annual volume delivery, portfolio distribution (availability and distribution), the share of the market, display units’ installation, and optimization, profitability & route-to-market (coverage) efficiency and effectiveness. This will be done through effective leadership, planning, commercial decision-making, communication, and people development. He will also support the divisional manager by giving regular feedback and insights about sales trends in the market, identifying development areas, and monitoring other players' activities.

Areas of Responsibility:

Sales Planning and Implementation:

• Contribute to achieve the country's and region's A&SP volume target,
• Achieve annual volume target for the area according to A&SP
• Propose initiatives to enhance the quality of operations, identify opportunities, and propose innovative timely actions to produce better results (SOM, SOV, sales volume, merchandising, etc.) and reduce risks.
• Close cooperation with the distributor management team is needed to optimize the stock request process, track received a stock versus plan, and report discrepancies.
• Monitor and track DSO warehouse inventory to allocate/revise each team's DSO quota.
• Report DSO warehouse inventory at the end of the month to his/her line manager
• Ensure proper communication with distributors (including staff) to make smooth business flow over stock management.
• Analyze market data and JTI data to provide a comprehensive analysis to create the best strategies in terms of identifying gaps and recognizing opportunities for their area.

Operational Responsibilities:

• Set, monitor, and achieve M&S KPIs actively according to market dynamics, opportunities, and cycle objectives.
• Plan and implement budgets of projects (launches, trade activity programs, sales schemes, etc.) by breaking down budgets (incentives, sales stock, human resources, etc.) to areas, and briefing the supervisors.
• Achieve monthly/annual portfolio distribution targets, and other operational KPIs like Active POS rate, success plan call rate, minimized OOS rate, and strike rate.
• Control marketing and sales team operations and quality of implementation through regular market visits.
• Monitor, assess, and report competition activity, market trends, economy, demography, and consumer behavior within the area to initiate proactive measurements and actions that will allow JTI to develop and gain a competitive edge.
• Control and follow up on the progress and quality of launches, projects, trade loyalty programs, and sales schemes.
• Responsible for solving complex arguments and issues when needed in the team or market.

Trade Marketing:

• Ensure FF fully understands and considers ROI and ROO in their resource planning and management.
• Estimates, plans, and controls GAIs, TITP, display units, and other resources to enhance trade relationships and gain a competitive edge.
• Ensure M&S teams in the area fully understand the importance of making and maintaining effective business relationships.
• Ensure FF understands triple-win ideas in trade marketing programs.
• Monitor proper implementation of trade marketing programs e.g., loyalty programs.

Merchandising:

• Ensure merchandising targets, i.e. new installations, number of DU optimizations, installing RDB Dus and options, are well-communicated, planned, and achieved within the area
• Plan new installations according to customer classification and CPA by identifying focus areas and leading teams toward achieving the targets,
• Control installation quality and that the merchandising standards and guidelines are well-observed and implemented,
• Ensure display unit maintenance criteria (planogram, JTI portfolio availability, cleanness, and physical condition) are well-respected by FF.
• Proper planning over DU ordering based on area capacity and communication with the merchandising department in terms of DU allocation, and fixing costs.

Controlling Data & Reports for Accuracy:

• Control over time and mission reports.
• Control expenses, cash advances, and petty cash reports.
• Control accuracy of merchandising and sales data provided by the field force.
• Control warehouse stock-take reports, and consumption files (control GAIs/TITP receipts).
• Control periodical fleet reports and coming with solutions to decrease the VAF rate.
• Provide reports (sales and marketing performance, competition) and market updates (new launches, projects, sales skills, and activities) reports from the areas.

People Management:

• Act as a role model and communicate JTI values, code of conduct, policies, and procedures in his/her area.
• Ensure appropriate candidate selection and recruitment in cooperation with P&C based on JTI standards.
• Develop, motivate, and coach his/her team to create an atmosphere of trust, winning attitude & accountability.
• Have a long-term plan to develop a proper successor through appropriate supporting documents such as PIP, by allocating effective and permanent tasks.
• Identify his direct reports' main development areas and the  purpose of 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 P&C BP with proper and valid documents promptly
• Analyze 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 P&C
• Coach his/her team by conducting regular coaching sessions followed by team feedback and performance plans.

Candidate Profile:

Education:

• Bachelor's degree; holding an MBA degree will be an advantage.

Work Experience and Competencies:

• At least 3 years of experience in sales leadership roles.

Languages and Computer Skills:

• Fluent in English, especially speaking and writing.

Functional Skills:

• Comprehensive (full) knowledge of sales strategies, plans, territory, and field force management.
• Comprehensive marketing knowledge, trade insight, and external environment.
• Comprehensive skills in planning/forecasting and developing strategic plans.
• Proven people management skills and team player.
• Good skills in field intelligence, KPI monitoring/reporting, and trade marketing excellence tools.
• Familiar with project management techniques.
• Proficiency in Microsoft Office.