Area Sales Manager, South East

PURPOSE

• We are seeking a dedicated and dynamic Area Sales Manager to join our team, overseeing sales operations across the South East region. This pivotal role requires a motivated professional who will drive sales growth, nurture client relationships, and lead a team to achieve outstanding commercial results.The incumbent, working very closely with the Sales Director will be responsible for all aspects of coordination and collaboration with the Sales Associates and the distributor on the sales and distribution operation and on the trade marketing field force deployment and monitoring in his coverage area. His role is to ensure that distribution and merchandising strategy as well as the KPIs agreed upon with the Sales Associates and the distributor are being met. He will work closely with the Sales Associates and the distributor staff in the management and execution of trade and consumer activation programs as well as monitor implementation and competitive activity.

Functional Skills

• Distributor and field force planning and management
• Trade marketing and POC consumer activation
• Shelf space management
• Category management
• Field intelligence, data gathering, KPI monitoring / reporting
• Negotiation skills
• External environment (taxation, trade pricing, external / corporate relations, legal)
• Deep knowledge of Customer services

MAIN AREAS OF RESPONSIBILITY

• Volume & Market Share delivery -
• Ensure volume & market share growth & deliver on area volume targets while reporting any changes/challenges to the Line Manager.
• Distributor Management -

Working in liaison with the distributor staff; effectively manage the sales and marketing activities in the region in order to ensure the attainment of set objectives for our brands as set by management. Eg

• New brand launches,
• Route to Market (RTM) plans & strategies,
• Monitoring price etc.
• Product Availability -
• Ensure 100% availability for JTI products across all channels & locations in our market within my coverage area.
• Establish close contact and rapport with wholesalers/retailers/ HORECA owners to assist the region in meeting its objectives in terms of volume, distribution.
• SOM, market information and promotion programs.
• Responsible for effective implementation of sales,
• Distribution, merchandising, through effective territory planning & management & field force deployment. Monitors progress and recommends corrective action where necessary.
• People Management & Leadership -
• Manage & lead a direct team of 5 people, JTI sales personnel based in other locations across my coverage area in different states.
• Coach, develop, motivate the sales team & ensure that all programmes are implemented with high quality.
• Ensure to create an enabling environment where talent are nurtured & results are recognised & rewarded.
• Reporting -
• Gather and disseminate accurate and timely market and intelligence information on JTI and competitors activities in order to contribute to timeliness and quality of decisions being made by management by providing the line manager with daily, weekly, monthly updates with regards to all sales & marketing activities, photographs of trade activities, carry out audits on our stock availability etc.
• External Environment -
• This is ever changing due to inherent volatility of the political ,socio-economic & legal framework; hence the need to ensure a full & clear understanding of the external environment in our market (particularly Legal & M&S) & work appropriately with the internal team & distributor to ensure we are best placed & fit for the future.

Minimum Requirements

• University degree or equivalent
• 3- 5 years in house in JTI experience in sales & distribution / channel management / Implementation of consumer and Trade Marketing Plans.