Are you passionate about Philip Morris International’s future, its culture change being the success driver for the transformation and experiences people go through every day in PMI? Do you look for ways to grow in your job?
If you want to challenge yourself, working in a dynamic & international environment, then
apply now! We are currently looking for a:
Regional Sales Manager
PMI has always been a leading company in the sector, but the time of transformation we are currently experiencing is quite exciting and is unprecedented. We are facing one of the greatest transformations in the history of fast-moving consumer goods, and the creation of a vision of a smoke-free future requires enormous courage, resourcefulness and motivation.
Design and deploy the commercialization strategy for the region in line with our vision of a smoke-free future and shape regional development plan for all products categories (RRPs and Combustible). Manage and organize commercial forces of the assigned region, supporting their motivation and professional development. Define and assign targets in order to reach profitability, distribution and brand positioning objectives to maximize consumers' conversion and satisfaction.
Specific responsibilities include:
REGIONAL COMMERCIAL PLAN:
Design and deploy the commercial plan for the region according with the market needs and nationwide strategy in order to achieve set goals: devices/accessories sales, leads generation, numeric and weighted distribution, volumes, SoC and customer satisfaction through NPS monitoring. Ensure the proper execution for all products categories and pursue proper commercialization plans within different sub-territories
TERRITORIAL BUSINESS DEVELOPMENT & CONSUMERS SATISFACTION:
Based on thorough analysis of business environment, consumers knowledge, trends and market needs, develop and propose solutions that best addresses company's challenges and consumers pain points. Identify regional opportunities that can reinforce current IQOS consumers base and further boost IQOS penetration amongst current adult smokers. Develop specific action plans for the assigned region in order to meet defined KPIs.
TRADE ACTIVATION & TERRITORIAL MONITORING:
Activate & educate retail partners on how to become an active part of our industry transformation in order to actively participate in the implementation of PMI vision for a smoke-free future ensuring close alignment with Consumer Journey. Identify new customer opportunities on the field to widen current business model (i.e. new channels, new relevant business partners) in cooperation with HQ departments and continue keeping advantage vs competition moves through constant intelligence gathering and reporting.
COMMERCIAL FORCES MANAGEMENT:
Aligned with PMI culture/leadership signature pillars, develop team skills and competencies required to ensure their commercial network's capacity through recruitment, coaching, performance management, training, development actions and talents/issues management. Counsel and coordinate district territory managers and other teams on the field (Coaches, City Managers, Direct Retail Experts, B2B) to grant consistency towards the approved regional commercial plan.
RETAIL LOOK & FEEL AND PROMOTIONS:
In line with brand positioning guidelines, CRM data outputs and in collaboration with the Development & Strategy teams, ensure flawless and excellent execution of consumer and trade promotions, PPOSM / TPOSM positioning, digital means expansion to activate consumers in order to grant the best consumers experience based on touchpoints. Re-align executions, cycle by cycle, in line with consumers feedback and derived by NPS monitoring
Build and maintain solid and fruitful business relationships with key customers (i.e. value chain operators, local institutions, other businesses, local influencers....) in the region to keep them engaged towards our vision of smoke-free future. Updates job knowledge by participating in educational opportunities, maintain personal networks and expand business partners' network with the aim to exploit the company vision in the territory.
Determine the budgetary allocation for the Region, distributed by districts, territories and projects. Track and take corrective actions throughout the year in order to ensure optimal usage of company resources. Grant respect of financial guidelines in line with projects priorities derived by the project based and zero-budget approach.
• University Degree in Economics, Business Administration or Management Engineering with solid experience in the commercial area of FMCG Companies
• Overall Experience: Previous experiences in Sales & Distribution/Commercial positions in other FMCG companies.
• Specific Experience: Previous experience in managing people or previous experience in managing complex business topics and environments (i.e. budget, stakeholders, portfolio, large team, competition, legal framework)
• Project Management Skills, agility to work in complex environment with tight deadlines
• Entrepreneurship, positive attitude, attention to details
• Knowledge of the Italian Market is a must
• Strong Communication and analytical skills
• Computer skills: Word, Excel, Power Point
• Leadership skills
• People management skills
• Basic Financial management skills
• Market Analysis capabilities
• Tobacco Industry knowledge
• Data management understanding & digital proficiency
• Fluent in Italian and English
WHAT WE OFFER:
Our company offers you a new and fresh scientific perspective. Here, you will never stop exploring and discovering:
competitive wage conditions and the chance at potentially unlimited growth, thanks to performance monitoring systems that merge the talents of persons with their professional aspirations and allow for a constant growth of different proficiencies. In case of internal moves we offer L2L contract.
For internal Candidates:
JOIN A GLOBAL MARKET LEADER
We are a leading international tobacco company engaged in the manufacture and sale of cigarettes and other nicotine-containing products in markets outside the United States of America. We are building our future on smoke-free products that are a much better consumer choice than continuing to smoke cigarettes.
Through multidisciplinary capabilities in product development, state-of-the-art facilities and scientific substantiation, we aim to ensure that our smoke-free products meet adult consumer preferences and rigorous regulatory requirements. Our vision is that these products ultimately replace cigarettes to the benefit of adult smokers, society, our company and our shareholders. For more information, see our PMI and PMI Science websites.
Philip Morris Italia is an Italian affiliate of Philip Morris International, a leading company in the tobacco world. With almost 1000 employees, it is engaged in the development and commercialization of smoke-free products.