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Title:  Territory Development Lead (Cagayan de Oro)

Job ID:  89275
Country:  Philippines
City:  Cagayan de Oro
Professional area:  Sales
Contract type:  Permanent
Professional level:  Experienced

Cagayan de Oro, 10, PH, 0000


We’re JTI, Japan Tobacco International, and we believe in freedom

We think that the possibilities are limitless when you’re free to choose. We’ve spent the last 20 years innovating and creating new and better products for our consumers to choose from. It’s how we’ve grown to be present in 130 countries, and how we’ve grown from 40 to 4,000+ employees in the Philippines since 2009.

But our business isn’t just business, our business is our people. Their talent. Their potential. We believe that when they’re free to be themselves, to grow, travel and develop, amazing things can happen for our business. That’s why our employees, from around the world, choose to be a part of JTI. It’s why 83% of employees feel happy working at JTI, and why we’ve been recognized as INVESTORS IN PEOPLE in the Philippines.

So when you’re ready to choose a career you’ll love, in a company you’ll love, feel free to #JoinTheIdea

Learn more:



The position purpose is to develop company's business on an assigned territory to ensure sustainable growth of JTI Brands' equity by implementing and executing strategies to acquire more consumers and achieve sales targets. The incumbent is
accountable in leading and developing the capabilities of the team to achieve territory growth.He/She is responsible in managing a squad consisting of several Territory Representatives and Assistant Territory Representatives (plus Sales Drivers
in some squads). Works in close collaboration with Finance, P&C and Field Marketing in managing people, controls, implementing plans and programs and ensuring KPI achievements.



• Motivates and guides the Team by providing their individual developmental plans.
• Conducts regular field coaching and short trainings to enhance sales competencies of each squad
• Conducts one on one coaching and conduct checkpoint meetings to each squad members related to
territory development.
• Cascades relevant projects and directions aligned with the company's goals
• Trains squad members on the usage of difgital tools and reports
• Develops, manages and motivates a competent team through objective-based targets, training,
regular performance feedbacks, formulates potential career maps.
• Responsible for territory and field force planning & management by aligning area and territory
structures, route plans and headcount needed to achieve coverage and distribution objectives.
• Evaluates team productivity and execution excellence
Identify and recruit appropriate talent as required in conjunction with P&C team


• Achieves territory volume, brand/sku, and coverage, KPI's
• Achieves target distribution objectives in the various trade segments.
• Collaborates with the ASM and FM Team in terms of consumer understanding, identifying
opportunities, creating sales plan and strategies on a territory level using the JTI provided tools
• Drives consumer centric appoach to each squad members by applying consumer acquisition
enablers in collaboration with FM and SI/Bi and other related departments
• Monitors and assess competitor activites within the territory, market trends and consumer behavior
to initiate proactive measures and action plans to gain competitive edge and secure JTI business.
• Ensures in-store retail/wholesale pricing is consistent with agreed pricing objectives.
• Implement trade and consumer programs


• Monitor the team's Collection & Credit Efficiency, Quality of AR, and aeging accounts.
• Conducts regular trade audits, validation and surveys
• Ensures accuracy of territory customer master data
• Ensures effective and efficient handling of trade returns by making sure it falls within return policy.
• Demonstrates appropriate behaviors set out in the Code of Conduct and ensures awareness of the
Code within the team by giving them the appropriate training and guidance to make the right ethical
decisions aligned with the company's zero tolerance principle.
• Initiates due process and ensures that a just and fair treatment in the investigation and imposition of
disciplinary actions in all administrative cases will be observed in accordance with the Code of
Discipline and applicable local laws.
• Ensures that all disciplinary actions will be taken promptly, aligned with the Area Sales Managers
and in collaboration with the People and Culture - Business Partner, Branch Finance and Security.


• Conducts regular visits and build relationships to key wholesalers and retailers
• Assesses growth opportunities and create action plans to develop the business
• Manages accounts’ business performance: achievement of targets, managed ARs, daily fieldwork routine and call procedures.
• Reviews stores’ historical sales performance and future plans to ensure that assigned call
frequencies are consistent with the stores’ requirements.
• Negotiates optimum terms and conditions with accounts in order to deliver profitable business
• Provides timely updates on requests, and status of complaints.


• Prepares reports, analysis and other adminstrative tasks to further align the team on the current
activities and directions
• Conducts meetings, cascades and discussions to update the team and to encourage best practice
• Monitors and controls allocated budgets, POS materials, cycle materials.
• Ensures proper management, monitoring and maintenance of assigned company assets.


• Maintains trade census data, ensures data integrity, compliance to JTI sales and information system
and initiates market information collection.
• Provides timely feedback to HQ.
• Ensures full report compliance & accuracy of data input.



  • Bachelor's Degree in any course
  • 2 years of relevant field sales, distribution, and trade marketing experience, Preferrably from the alcohol and FMCG industries.
  • Fluent Tagalog (local dialect is a plus, depending on territory assignment). Intermediate English
  • Functional skills:
    • Proven people management skills.
    • Experienced coach/mentor
    • Understand local sales operation and distribution business.
    • Ability to analyze business situation on the ground and propose improvements
    • High sense of ownership, accountability and entrepreneural skills.
    • Adaptable, flexible and open to change.
    • Strong analytical skills and critical thinking.
    • Basic knowledge in MS Office applications.
    • Good understanding of digital tools.
    • Outspoken / Ability to generate and share ideas.
    • Strong understanding of control and compliance in Sales Operations
    • Good driving skills (With valid professional drivers license min RC: 2)




  • Be covered with medical insurance upon hiring, with dependent coverage and medicine allowance
  • Receive bonuses and cash allowances such as meal and transport allowance
  • Have access to over 200 company training
  • Well-being programs for employees
  • Opportunities for your career growth
  • Recreational facilities in the office - Videoke, billiard and table tennis
  • Be part of a truly international and diverse company with over 40,000 employees in 130 countries.
  • Experience the culture of an Investors in People certified company
  • Find out why 9 out of 10 employees recommend us to a friend.
  • Understand why 9 out of 10 employees say they feel free to be themselves.



  • Thank you very much for your interest in the role. You are welcome to apply.
  • We will make sure every candidate will receive a reply within 2 weeks after the application deadline


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