Job Description

Regional Sales Manager

PURPOSE FOR THE ROLE: Lead, develop and motivate the Regional Field Force to drive Philip Morris business growth. Maximize sales, distribution and visibility of Philip Morris brands within the region by placing the consumer at the forefront when executing approved plans. Establish and maintain effective, professional relations with the trade partners to ensure business growth. Manage the team by setting individual and group challenging objectives and conduct regular performance reviews and development/improvement plans in line with PMI guidelines. Monitor KPI achievement, track implementation of cycle objectives and conduct in-field audits to ensure high quality performance. Train team to build capability and conduct in-field coaching to ensure achievement of performance standards. Strategy Development and Sales Plan Develop Business Plan for the assigned Region, taking into consideration in-depth markets analysis & dynamics, all competitive activities and development, brand performance and consumer needs in order to maximize the Regions volume growth and converted users. Grow and develop the RRP category through retail, indirect retail and coach channels while converting LAS smokers to IQOS. Identify potential segments for new TPs and distribution channels based on information of key priority communities, consumer needs and heat maps of converted /in conversion consumers. Analyze performance and assure alignment with RRP strategy. Develop a lead generation strategy that will feed leads into the system. Propose and agree with the National Deployment Manager the deployment strategy to maximize lead generation, product availability, volume and IQOS device sales. Manage the pull element of volume through the retail channel while working closely with the wholesale manager. Retail Management Effectively manage relationship with all trade channels either through direct or indirect contact in order for PMI to be seen as the preferred business partner Identify trade dynamics, trends, competitors’ activities and key players in all trade channels. Constantly identify new business building opportunities in order to convert LAS, grow PMI volume, RRP category and share of market. Develop the indirect channel while finding opportunities and trade partners that will be strategic partners to grow the RRP category. Monitor and ensure effective Trade Program deployment within allocated budget. Control and measure quality of services delivered by third party service providers (i.e. sales, merchandising, stock replenishment, etc.) and report to the service provider’s management to verify and ensure adherence to agreement. Build sustainable relationships with key business partners within the territory (Retailers, and 3rd party service providers) to establish PMI as trusted business partner. Supervise selection of touchpoints for implementation of activities in trade (i.e. agreement, placement of PPOSM, retail program, etc.) based on regional development plan, trade segmentation, adult smokers’ profile and touchpoint staff profile. People Management & Development Lead, guide, motivate and develop all team members, recognize and reward positive behaviors to ensure high morale of Regional team. Identify potential talents, development gaps and training needs. Develop advancement plans for Area team with special focus on succession planning. Utilize COD resources to maximize development opportunities within the team. Train team to build capability and conduct in-field coaching to ensure achievement of performance standards. Monitor KPI achievement, track implementation of cycle objectives and conduct in-field audits to ensure high quality performance. Propose optimum organization structure and adjustments within the team in order to align people resources with business plans in assigned Area. Measure ROI of every commercial initiative to identify areas of improvement Digital Engagement Ensure proper execution and participation of the digital engagement program through the retail channel. Identify the right stores to generate quality leads and deploy the right mechanic in the different channels. Monitor and grow digital customer base while increasing participation and task completion from Kiosk staff. Implementation of cycle plans and activities. Ensure quality of execution, prioritise activities and efficiently manage available resources to ensure the consistent and highest possible standard of brand and trade communication across all channels. Develop regional plan to achieve volume, device sales target and conversion objectives and allocate resources accordingly. Planning and monitoring the deployment of Sales Cycles & Trade POSM investments at retail to support brand building activities and area strategy. Organizational agility Liaison x-functionally to ensure alignment of regional objectives, volume initiatives and people development. Compliance & Legal Framework Apply the highest standards of integrity and full compliance with PMI policies and procedures as well as South African Tobacco laws. Managing allocation of resources, tactical initiatives and asset management within allocated budget EDUCATION AND WORKING EXPERIENCE Tertiary education in business related field At least minimum of 3- 5 years experience Managing People or Teams in a Commercial related management position Functional Skills: • Analytical skills • Computer literacy • Good negotiation and presentation skills • People management Additional Sills: Preference will be given to EE Candidates Applications close Thursday 17 October 2019
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    Johannesburg, South Africa
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