Title:  AREA SALES MANAGER (SOUTHEAST)

We are JTI, Japan Tobacco International, and we are present in 130 countries. We have spent years innovating, creating new and better products for the consumers to choose from. This is our business. But not only. Our business is our people. Their talent. Their potential. We believe that when they are free to be themselves, and they are given the opportunity to grow, travel and develop, amazing things can happen.

That’s why our employees, from around the world, choose to be a part of JTI. It is why 80% of employees feel happy working at JTI. And why JTI is recognized with various Employer of Choice certifications across different countries and regions.

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

Learn more: jti.com

PURPOSE

The incumbent, working very closely with the Sales Director will be responsible for all aspects of coordination and collaboration with the Business Advisors and Distributor in the sales and distribution operation and on-the-trade marketing, field force development and monitoring in his coverage area. His/Her role is to ensure that distribution and merchandising strategy as well as the KPIs agreed upon with the Business Advisors and the Distributor are being met across seven states including Rivers, Abia, Imo, Anambara, Calabar, Akwa Ibom, Bayelsa, Enugu. He/She will work closely with the Business Advisors and the Distributor staff in the management and execution of trade and consumer activation programs as well as monitor implementation and competitive activity. The role holder will provide leadership, coaching and mentoring to grow all critical sales capabilities. 

FUNCTIONAL SKILLS 

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

MAIN AREAS OF RESPONSIBILITY

1. Volume & Market Share delivery -

• Ensure volume & market share growth & deliver on area volume targets while reporting any changes/challenges to the Line Manager.

2. 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

1. New brand launches,

2. Route to Market (RTM) plans & strategies,

3. Monitoring price etc.

3. 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.      

4. Responsible for effective implementation of sales,

• Distribution, merchandising, through effective territory planning & management & field force deployment. Monitors progress and recommends corrective action where necessary.

5. People Management & Leadership -

• Manage & lead a direct team of 5 Business Advisors across 7 states in Eastern Nigeria.
• 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.

6. 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.

7. 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 

• A University degree or equivalent
• 8 - 10 years (3 - 5 years at managerial level) experience in sales & distribution / channel management / Implementation of consumer and Trade Marketing Plans.
• Proven track record in developing talents and sales capabilities
• Excellent presentation skills
• Skilled in the use of Power Point, Excell etc.