Area Sales Manager

What this position is about – Purpose:

In this role, you will be responsible for executing the Area Trade Marketing & Distribution plan, aligning it with regional objectives. Your focus will be on achieving brand, volume, and market share targets across various trade channels. This will be accomplished by efficiently and effectively utilizing available resources to drive success in the market.

What will you do - Responsibilities:

Business Responsibilities:

• Execute an area-specific Trade Marketing & Distribution plan that aligns with regional goals and the broader Trade Marketing & Distribution strategy.
• Achieve key targets related to availability, visibility, volume, market share, product quality, and customer pricing within the area.
• Deliver detailed trade marketing and competitor activity reports to keep the Management team well-informed.
• Provide accurate daily forecasts to ensure optimal stock levels at distributor warehouses, maintaining product freshness at the point of sale.
• Develop and nurture strong relationships with key customers to maximize volume, visibility, and in-store presence while staying within budget.
• Monitor and assess the performance of the Trade team to ensure alignment with business objectives.
• Lead the execution and evaluation of cycle plan objectives to ensure successful implementation.

Leadership Responsibilities:

• Manage, coach, and inspire a high-performing trade marketing and distribution team, supporting their development through on-the-job training.
• Ensure clear communication of objectives, directions, and action plans via regular meetings and structured communication channels.
• Foster a team culture that encourages involvement, embraces challenges, learns from mistakes, and adapts to change to enhance overall capabilities.
• Align the area team and trade partners with company standards through continuous training and development.
• Build the team’s competence in executing sales programs to maintain a competitive edge in trade execution.

Management Responsibilities:

• Oversee distribution relationships at the branch level to ensure maximum brand availability in the market.
• Consistently meet or exceed targets for availability, visibility, volume, and quality within the assigned area.
• Provide timely trade marketing reports to keep the Sales team informed of key performance metrics.
• Optimize stock availability by effectively managing regional forecasts to meet demand and ensure product availability.
• Enforce JTI sales’ terms and conditions across key channels to drive brand volume and profitability.
• Safeguard company assets, branch offices, and resources, ensuring they are used effectively and efficiently.

Relationship Responsibilities:

• Collaborate with fellow Area Managers and Area Sales Supervisors to share insights, best practices, and leverage synergies.
• Maintain and strengthen relationships with regional customers to ensure optimal availability across market channels and outlet types.
• Cultivate strong trade relationships to gain active market support and maintain a competitive advantage.

Innovation Responsibilities:

• Develop and improve tools and processes to boost operational efficiency and drive added value to the business.
• Continuously refine the execution of sales strategies to maintain a competitive edge in the market.
• Build and nurture strong relationships with local trade partners to support business growth.

Who are we looking for - Requirements:

Functional Knowledge:

• Strong expertise in trade marketing
• In-depth understanding of customer engagement strategies
• Experience in account management
• Knowledge of field operations and execution

Managerial & Interpersonal Skills:

• Proven leadership abilities with a focus on motivation and coaching
• Ability to build and maintain strong customer relationships
• Skilled in selling and negotiation
• Capable of influencing and persuading key stakeholders

Experience:

• Bachelor's degree with 5-7 years of relevant experience
• At least 2 years in a similar role within an FMCG company, preferably in a multinational environment.

What to Expect:

Expect wellbeing initiatives, flexible work arrangements, growth opportunities, and excellent benefits. For more details on local policies, speak with the Talent Advisor.