Selangor, Malaysia





Job ID


RISE TO THE CHALLENGE At PMI, we have chosen to do something incredible. We’re totally transforming our business and building our future on smoke-free products and beyond with the power to deliver a smoke-free future. We are committed to inclusion & diversity and is proud to be an equal opportunity employer. You’ll enjoy the freedom to dream up and deliver better brighter solutions and the space to move your career forward in endlessly different directions. Key accountabilities: • Deploy commercial programs, projects and initiatives across indirect channels ensuring effective execution of the Consumer and Customer Journeys to enable seamless omni-channel experiences and achieve Brand, Consumer and Customer Experience (NPS) and Commercial targets • End-to-end accountable for the Indirect channel operations across employees, contractors and commercial partners (including suppliers management, health and safety compliance, etc.) for General Trade, Key Accounts, Distributors, Wholesalers, LAMPS, IQOS Corners – during the initial development stage of RRP commercialization, Direct Retail might include also IQOS Corners • Activate B2B(2C) channels to trade the entire Cigarettes & Consumables (CC) and Reduced Risk Products (RRP) portfolio (based on the market/cluster marketing portfolio strategy) and to deliver commercial performance • Leverage the indirect point of sales to provide defined consumer services (e.g. lead generation, registration, lending/trial, replacements) for the conversion of Legal Age Smokers and the retention of Legal Age Users, ensuring appropriate education of commercial partners to enable the delivery of a qualitative Consumer experience • Participate in commercial programs, projects and initiatives from idea generation to go-to-market (GTM), as defined by the market commercial governance, providing deep channel expertise • Provide channel specific consumer insights leveraging outcomes of huddles and NPS inner loop practices, to support Consumer Experience in identifying and addressing experience gaps and opportunities • Ensure business fundamentals in terms of reach, distribution, availability of defined portfolio in related segment of retailers • Deploy Brand guidelines, Marketing programs, toolboxes and Consumer Experience guidelines in the commercial partners’ point of sale • Define commercial partners (Key Accounts) strategy with a medium- and long-term approach • Manage the relationship with all commercial partners including advanced negotiations • Drive ongoing optimization of channel performance and operational effectiveness • Define and propose investment strategy for Indirect Retail with an optimal resource allocation, based on dynamic Customer/Trade segmentation & omni-channel experience priorities, to the Head of Commercial Operations (Market Commercial governance to decide), with the analytical support of Commercial Planning • Provide strategic input to the Head of Commercial Operations for optimizing the portfolio of commercial partners (Key Accounts, Customers), their role in commercial plans/business model, budget/resource requirements and commercial terms • Provide input and recommendation to the Head of Commercial Operations for channel development or for a new channel introduction (e.g. Consumer Electronics chain partnership, …), structure of Trade spend and resource requirements, with the analytical support of Commercial Planning, and co-create and deliver channel transformation initiatives • Identify activities that can be managed digitally (DTE) or remotely (Call Centers), not requiring face-to-face interaction, and drive the transition in collaboration with the other involved Commercial teams • Lead the digital transformation of the Indirect retail business model. Drive effective strategies for B2B e-commerce and digital retailer activation • Ensure a high quality, engaged and skilled front line (directly or indirectly employed) applying all people management levers (communication, recognition, reward, training, performance management, etc.) • Drive adoption of Digital Trade Engagement platform (including e-ordering) and converted LAUs consumers registration • Provide input to Commercial Planning on Customer master data and related data strategy including requirements for commercial systems • Participate in the Commercial Operations leadership team governance and provide deep channel expertise