Area Sales Manager (East GMA)

College/university degree or equivalent.

5+ years of relevant experience in FMCG managerial positions in sales, channel management, distribution, and field trade marketing.

Fluency in English and Tagalog (local dialect is a plus, depending on territory assignment)

Proven people management and leadership skills

Street-smartness", understanding of local ropes and rules of relationship building in the trade environment

Strong analytical skills, data management, and ability to gather field intelligence - High sense of ownership, accountability, and entrepreneurial skills

 Winning attitude and team drive

Ability to see the big picture and business development opportunities

Adaptable, flexible & open to change

Outspoken, ability to generate and share ideas - Corporate ethical behavior is a must

Advanced digital skills: MS Office package, Power BI, and other digital sales software as a plus

Knowledge of anti-tobacco legislation, external relations, and industry marketing standards compliance.

Must be amenable to working from Monday to Saturday and flexible with their location

Sales Strategy:

Develop and implement Area Sales strategy to contribute to JTI Philippines' business agenda via achieving the following KPI: sales volume, target outlet coverage, offtake by SKU, numeric & weighted distribution by SKU, call efficiency (call rate, strike rate), OOS level, excellent merchandising (facing share, POSM placement), marketing programs execution efficiency.

Monitor and assess Area competition activity, market trends, economy, demography, and consumer behavior to initiate proactive measurements and actions that will allow JTI to develop and gain a competitive edge and as well that will protect and secure JTI's business.

Drive a consumer-centric approach in the Area by applying a Consumer Segmentation strategy in close collaboration with Field Marketing and SIBI functions.

Business Development: -

Define territory structures, route plans, and headcount needs to achieve distribution objectives in line with the Route to Market (RTM) strategy.

Identify business opportunities & threats within assigned territory, convert them into plans, and provide suggestions on acquiring new clients, customers, and consumers.

Participate in the development and implementation of trade and consumer programs

Perform regular field & customer visits to understand market trends, competitor practices, and customer behavior and evaluate field force execution. Prepare summary reports after those visits highlighting weaknesses, opportunities & best practices related to JTI execution and competitor activities with subsequent recommendations.

Stocks and AR Management:  

Manage accurate demand forecasts to assure business predictability, permanent product availability, and optimum stock levels at the warehouse.

Minimise product returns in line with JTI product return policy.

Manages inventory at the trade level and ensures stock rotation to safeguard product freshness.

Ensure AR quality and collection efficiency are in line with JTI standard

Operations Excellence:

Oversee execution of special events, sponsorship implementation, and other key consumer & trade marketing programs in close collaboration with Field Marketing.

Develop and manage specific operational projects in close collaboration with Sales Effectiveness (capability training, field force digitalization, etc) and Trade & Commercial Planning pillars, which will accelerate expected results in line with AP.

Manage branch budget with high accuracy and in line with JTI policies and procedures.

Compliance agenda:

Follow all labor safety and fire safety requirements. Be aware of all required labor & safety instructions. Role model safety behavior and ensure the necessary preventive actions are done in the Area. Immediately inform line management about any situation of danger to the life and health of people as well as about every accident that occurred during working hours.

Own JTI Compliance agenda and work in collaboration with P&C, Finance, and Security on the prevention of Labor/Compliance cases in assigned Areas.

Perform regular territory audits by conducting field visits and monitoring Field Sales Supervisors' capabilities in identifying and preventing potential misconduct.

People Management:

Recruit, motivate, and guide the professional development of the team reporting directly and indirectly to the incumbent.

Develop a set of necessary skills/knowledge/behaviors for Field Force

Manage an assigned team through effective and permanent task allocation according to skill level and development possibilities.

Ensure strong succession planning and engagement in place. Coach, train, motivate, and provide regular feedback to direct subordinate employees to maximize their performance, and engagement and control an attrition rate.

Assess the potential performance of subordinates, identify talents, recognize and reward

Other (if applicable) Manage various tasks and projects as they arise and upon the manager’s request.