Regional Sales Manager

Job Description

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

Areas of Responsibility:
Sales Planning & Implementation:
• Contribute to achieve country's & region's A&SP volume target,
• Achieve annual volume target for the area according to A&SP
• Propose initiatives to enhance quality of operations, identify opportunities and propose innovative timely actions in order to produce better results (SOM, SOV, sales volume, merchandising, etc.) and reduce risks.
• Close cooperation with Distributor Management team to optimize stock request process and track received stock versus plan and report discrepancies.
• Monitor and track DSO warehouse inventory to allocate / revise each team DSO quota.
• Report DSO warehouse inventory end of months to his/her line manager
• Ensure proper communication with distributor (including staff) to make smooth business flow over stock management.
• Analyze market data and JTI data to provide comprehensive analysis to create best strategies in terms of identifying gaps and recognizing opportunities for their area.
Operational Responsibilities
• Set, monitor & achieve M&S KPIs actively according to market dynamics, opportunities & cycle objectives,
• Plan & implement budgets of projects (launches, trade activity programs, sales schemes, etc.) through breaking down budgets (incentives, sales stock, human resources, etc.) to areas, briefing the supervisors.
• Achieve monthly / annual portfolio distribution targets, other operational KPIs like Active POS rate, Success plan call rate, minimize OOS rate, Strike rate.
• Control marketing and sales team operations and quality of implementation through regular market visit
• Monitor, assess & report competition activity, market trends, economy, demography & consumer behavior within the area in order to initiate proactive measurements and actions that will allow JTI to develop and gain competitive edge.
• Control and follow up on progress & quality of launches, projects, trade loyalty programs & sales schemes
• Be responsible to solve complex arguments and issues when needed in the team or market
Trade Marketing
• Ensure FF fully understand & consider ROI & ROO in their resource planning & management,
• Estimates, plans and controls GAIs, TITP, display units & other resources to enhance trade relationship and gain competition edge,
• Ensure M&S teams in the area fully understand the importance of making & maintaining effective business relationships,
• Ensure FF understand triple-win idea 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 & options, are well-communicated, planned & achieved within area
• Plan new installations according to customer classification & CPA by identifying focus areas & leading teams towards achieving the targets,
• Control installation quality and that the merchandising standards, guidelines are well-observed & implemented,
• Ensure display unit maintenance criteria (planogram, JTI portfolio availability, cleanness & physical condition) are well-respected by FF.
• Proper planning over DU ordering based on area capacity and communicate with merchandizing department in terms of DU allocation, fixing costs.

Controlling Data & Reports for Accuracy:
• Control over time & mission reports,
• Control expense, cash advance & petty cash reports.
• Control accuracy of merchandising & sales data provided by field force
• Control warehouse stock-take reports, consumption files (control GAIs/TITP receipts)
• Control periodical fleet reports and coming with solutions to decrease VAF rate
• Provide reports (sale and marketing performance, competition) and market update (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 of 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 long term plan 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 P&C BP 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 trainings 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 MBA degree will be an advantage.

Work Experience and Competencies:
Minimum 3 years’ experience in sales leadership roles.

Languages and Computer Skill:
Fluent in English, especially speaking & 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 & 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 tools.