Business Development Manager

Описание

Duties and responsibilities

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

· Take part in the development of sales plans

- 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

- 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

- Making Sales Strategies

- Sales Resource(Budget) Management

· Effective collaboration with 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)

· 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

· Audit 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) preferable
-FMCG maarket is preferable

- Leading experiences more than 10 people under the control- not only from the tobacco industry but also FMCG companiesKnowledge

- 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