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Learn more: jti.com
Reporting to: Area Sales Manager
Duty Post: Legazpi
Application Duration: This job posting will remain open until the vacancy is filled.
TA POC: Talent Attraction Expert
Territory Development Leader
What this role is about
The position purpose is to develop company’s business on an assigned territory to ensure sustainable growth of JTI Brands’ equity by implementing and executing strategies to acquire more consumers and achieve sales targets. The incumbent is accountable in leading and developing the capabilities of the team to achieve territory growth. He/She will be responsible in managing a squad consisting of several Territory Representatives and Assistant Territory Representatives (plus Sales Drivers in some squads). Works in close collaboration with Finance, P&C and Field Marketing in managing people, controls, implementing plans and programs and ensuring KPI achievements.
What you will do
1) FIELD COACHING AND PEOPLE MANAGEMENT & DEVELOPMENT
- Motivates and guides the Team by providing their individual developmental plans.
- Conducts regular field coaching and short trainings to enhance sales competencies of each squad members
- Conducts one on one coaching and conduct checkpoint meetings to each squad members related to territory development.
- Cascades relevant projects and directions aligned with the company’s goals
- Trains squad members on the usage of difgital tools and reports
- Develops, manages and motivates a competent team through objective-based targets, training, regular performance feedbacks, formulates potential career maps.
- Responsible for territory and field force planning & management by aligning area and territory structures, route plans and headcount needed to achieve coverage and distribution objectives.
- Evaluates team productivity and execution excellence Identify and recruit appropriate talent as required in conjunction with P&C team
2) SALES STRATEGY AND BUSINESS DEVELOPMENT
- Achieves territory volume, brand/sku, and coverage, KPI’s
- Achieves target distribution objectives in the various trade segments.
- Collaborates with the ASM and FM Team in terms of consumer understanding, identifying opportunities, creating sales plan and strategies on a territory level using the JTI provided tools
- Drives consumer centric appoach to each squad members by applying consumer acquisition enablers in collaboration with FM and SI/Bi and other related departments
- Monitors and assess competitor activites within the territory, market trends and consumer behavior to initiate proactive measures and action plans to gain competitive edge and secure JTI business.
- Ensures in-store retail/wholesale pricing is consistent with agreed pricing objectives.
- Implement trade and consumer program
3) CONTROL AND COMPLIANCE
- Monitor the team’s Collection & Credit Efficiency, Quality of AR, and aeging accounts.
- Conducts regular trade audits, validation and surveys
- Ensures accuracy of territory customer master data
- Ensures effective and efficient handling of trade returns by making sure it falls within return policy.
- Demonstrates appropriate behaviors set out in the Code of Conduct and ensures awareness of the Code within the team by giving them the appropriate training and guidance to make the right ethical decisions aligned with the company’s zero tolerance principle.
- Initiates due process and ensures that a just and fair treatment in the investigation and imposition of disciplinary actions in all administrative cases will be observed in accordance with the Code of Discipline and applicable local laws.
- Ensures that all disciplinary actions will be taken promptly, aligned with the Area Sales Managers and in collaboration with the People and Culture – Business Partner, Branch Finance and Security.
4) CUSTOMER MANAGEMENT (RETAILER AND WHOLESALER)
- Conducts regular visits and build relationships to key wholesalers and retailers
- Assesses growth opportunities and create action plans to develop the business
- Manages accounts’ business performance: achievement of targets, managed ARs, daily fieldwork routine and call procedures.
- Reviews stores’ historical sales performance and future plans to ensure that assigned call frequencies are consistent with the stores’ requirements.
- Negotiates optimum terms and conditions with accounts in order to deliver profitable business returns.
- Provides timely updates on requests, and status of complaints
5) ADMINISTRATIVE WORK
- Prepares reports, analysis and other adminstrative tasks to further align the team on the current activities and directions
- Conducts meetings, cascades and discussions to update the team and to encourage best practice sharing
- Monitors and controls allocated budgets, POS materials, cycle materials.
- Ensures proper management, monitoring and maintenance of assigned company assets
6) SALES INFORMATION MANAGEMENT
- Maintains trade census data, ensures data integrity, compliance to JTI sales and information system and initiates market information collection.
- Provides timely feedback to HQ.
- Ensures full report compliance & accuracy of data input.
Who we are looking for
- University / College degree or equivalent preferred but not essential based on experience
- 2 years of relevant field sales, distribution, trade marketing experience
- Fluent Tagalog (local dialect is a plus, depending on territory assignment). Intermediate English
- Proven people management skills.
- Experienced coach/mentor Understand local sales operation and distribution business.
- Ability to analyze business situation on the ground and propose improvements High sense of ownership, accountability and entrepreneural skills.
- Adaptable, flexible and open to change.
- Strong analytical skills and critical thinking. Basic knowledge in MS Office applications.
- Good understanding of digital tools. Outspoken / Ability to generate and share ideas.
- Strong understanding of control and compliance in Sales Operations Good driving skills (With valid professional drivers license min RC: 2)
- Willing to be assigned within the Bicol region
Are you ready to join us? Build your success story at JTI. Apply now!
Next Steps:
After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with TA > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.
At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. We are committed to providing reasonable adjustments to applicants with special needs. If you require any accommodations, please let the Talent Advisor know during the selection process.