Trade Activation Regional Manager

Описание

Job Summary

Manage Sales in assigned regions by developing business plans, meeting planned goals, evaluating sales performance and coordinating with Distributor's branches and field team on improvement of the active client base and generation of new clients. Lead activities of sales & market monitoring in cooperation with related team. Manage regional field organization by setting individual targets, tracking performance and facilitate achievement of business results (sales volume, sales/distribution coverage, assortment, distribution, visibility etc.) Lead the sales/marketing team

Duties and responsibilities

· Ensure growth of sales volumes, market share and expansion of KT&G brands presence by expanding direct coverage, visibility, assortment and availability

- Get clear understanding of the current distribution coverage and way of operation (based on communication with Distributor's Regional team and branch management)

- Prepare Distributor analysis of weekly/monthly sales dynamics, of POS per day/per SR in assigned regions

- Implement actions resulting in distribution development

- Search for new POS, deliver the information and documents to Distributor

- Collaborate with regional WS to ensure distribution of KT&G product in stores which cannot be covered by distributor.

- Equipment and POSM placement in best POSs to enhance product exposure to consumers

- Increase of Distribution and assortments of KT&G brands on all levels of distribution (Distributor, WS, Redistributor stores)

· Development of sales plans, approval with management, ensure deployment of S&M strategies and activities

- Prepare the branch analysis: AC Nielsen data, Distributor's sales data, marketing activities, coverage data, motivational program, installed equipment

- Prepare and share launch reports for assigned regions and evaluate sales of new brands

- Control execution of new launches and marketing programs

- Discuss the situation in region with Distributor's branch management and Regional team

- Conduct field visits to regions (WS, open market, Distributor POS, federal and local chain) and report the result to the management

· Effective collaboration with Distributor's branches and Regional team to reach objectives of KT&G

- Hire field force together with central office and train them

- Ensure FF team operation in accordance with company goals, set targets and employees' JDs

- Prepare, confirm with the management and set targets for subordinates

- Control correct input of all the information in sales information system, track and provide timely feedback to subordinates

- Track and control regional Field Force team performance against set targets, provide regular feedback

- Coordinate and control execution of planned activities aimed to increase handling & visibility of KT&G brands and exclude OOS situations

- Deliver field and in-class trainings for subordinates

- Fulfill field audits of tasks execution of subordinates

- Motivate team members to reach set goals

- Implement regional Field Force Team evaluation and provide timely feedback

- Develop, discuss with Distributor's branch management and Regional team strategy and action plans to increase KT&G presence

- Regular communication with Distributor to provide to them suggestions for sales development

- Participate in meetings with Distributor's Regional team regularly

- Ensure cooperation of KT&G regional Field Team with Distributor's SRs and timely reaction on any issues

- Participate in negotiations with key partners in regions (local chains, WS, key volume building tobacconists)

- Accumulated reporting of Distributor's performance (Monthly / Annually)

· Build productive relationships with key trade partners to increase loyalty towards KT&G brands and activities

- Field visits and negotiations with key partners

- Evaluation of trade partners and proposals for contracts when needed

· Organize and lead market/Distributor performance/competitors activities and monitor & analyze the new products to define and formulate key issues/opportunities for business growth

- Ensure regularity and accuracy of reporting (Weekly/Monthly)

- Brief FF to collect feedback from redistributors for new launches, equipment and POSM

- Regular reporting from sales information system, Involve data analyst when needed

- Propose new effective tools of market monitoring

· Lead field team of assigned regions

- Sales team staff management

- Set KPI and provide performance review for the team and subordinates individually

· Any other tasks requested by the management and HQ

Qualifications

• Career Requirement

- 7+ years in Cigarette Industry, Special: 5+years in Marketing/Sales dept & 3+ years in people management

- Working experience in cigarette companies (JTI, PMI, BAT)

• Knowledge

- Language: Advanced English

- Sales, distribution, marketing, trade marketing, consumers, advertising, business environment, redistributor, WS, chain channels, regional specific of tobacco market

- Kazakhstan laws related to sales & advertising of tobacco products

- Data analysis methods & reporting instruments

- People management principles

- Sales Information System application (preferred)

Education

• Bachelor’s degree (preferred) or equivalent experience

Working conditions

• This position is full time regular job and is supposed to 8.30 am – 5.30 pm
• Work location is assigned city or other Place if necessary and business trip
• The organization structure may change depending on the growth of the KT&G Business, and the position and duties may be raised accordingly.

Benefits

Enjoy a competitive salary commensurate with the experience and responsibility requirements. Excellent employee environment with a competitive benefits package including:

• Annual Merit Increase
• Annual Bonus
• Health insurance & Social Insurance
• Annual Paid Time Off