Title:  Territory Development Leader (Tacloban)

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Reporting to: Area Sales Manager
Duty Post: Tacloban

Territory Development Leader

The role involves handling a squad consisting of several Product Sales Representatives and Assistant Product Sales Representatives (plus Sales Drivers in some squads), with responsibility for their performance and success. Works in close collaboration
with Finance, P&C and Field Marketing in handling people, controls, implementing plans and programs and ensuring KPI achievements.

 
As the Territory Development Leader in Tacloban, you will: 

1. FIELD MENTORSHIP AND PEOPLE MANAGEMENT & DEVELOPMENT

• Empower and guide the team by providing individualized developmental plans.

• Provide regular field mentoring and brief trainings to improve the sales proficiencies of each squad member.

• Conduct individual mentorship sessions and checkpoint meetings with each squad member regarding territory development.

• Cascade relevant projects and directions that align with the company's goals.

• Train squad members on the usage of digital tools and reports.

• Develop, handle, and empower a skilled team through objective-based targets, training, regular performance feedback, and potential career mapping.

• 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.

• Assess team efficiency and execution excellence. Identify and hire suitable talent as needed in collaboration with the P&C team.

2. SALES STRATEGY AND BUSINESS DEVELOPMENT

• Meet the targets for territory volume, brand/SKU, and coverage important metrics.

• Meet target distribution objectives across various trade segments.

• Work together with the ASM and FM Team to understand consumers, find opportunities, and develop sales plans and strategies for a specific territory using JTI tools.

• Drive a consumer-centric approach with each squad member by applying consumer acquisition enablers in collaboration with FM, SI/Bi, and other related departments.

• Proactively supervise competitors, market trends, and consumer behavior to stay ahead and secure JTI business.

• Ensure in-store retail/wholesale pricing is consistent with agreed pricing objectives.

• Implement trade and consumer programs.

3. CONTROL AND COMPLIANCE

• Supervise the team's Collection & Credit Efficiency, Quality of AR, and aging accounts.

• Conduct regular trade audits, validations, and surveys.

• Ensure accuracy of territory customer master data.

• Ensure effective and efficient handling of trade returns, making sure they fall within return policy.

• Adhere to the Code of Conduct, provide accurate training and mentorship to the team, and encourage ethical decision-making in line with our zero-tolerance principle.

• Start administrative investigations and impose fair disciplinary actions in accordance with local laws and the Code of Conduct.

• Ensure all disciplinary actions are taken promptly, aligned with the Area Sales Managers, and in collaboration with the People and Culture - Business Partner, Branch Finance, and Security.

4. CUSTOMER MANAGEMENT (RETAILER AND WHOLESALER)

• Conducts regular visits and establish relationships to key wholesalers and retailers

• Assesses growth opportunities and create action plans to develop the business

• Handles accounts’ business performance: achievement of targets, handled 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 returns.

• Provides timely updates on requests, and status of complaints.

5. ADMINISTRATIVE WORK

• Prepare reports, analyses, and other administrative tasks to further align the team on current activities and directions.

• Facilitate meetings, communication sessions, and discussions to keep the team advised and promote the sharing of standard methodologies.

• Supervise and control allocated budgets, POS materials, and cycle materials.

• Ensure accurate management, monitoring, and maintenance of assigned company assets.

6. SALES INFORMATION MANAGEMENT

• Maintain trade census data, ensure data integrity, compliance with JTI sales and information systems, and initiate market information collection.

• Provide timely feedback to HQ.

• Ensure full report compliance and accuracy of data input.

Requirements: 
    • Proven people leadership skills.
    • Expert 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 entrepreneurial 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)
 

Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps:

After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with TA > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.

At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. We are committed to providing reasonable adjustments to applicants with special needs. If you require any accommodations, please let the Talent Advisor know during the selection process.