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Title:  Channel Development Strategy Manager (Wholesale)

Job ID:  59168
Country:  Philippines
City:  Taguig City
Professional area:  Sales
Contract type:  Permanent
Professional level:  Experienced

Taguig City, 00, 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. In fact, we’ve spent the last 20 years innovating, creating new and better products for our consumers to choose from. It’s how we’ve grown to be present in 130 countries. But our business isn’t just business. Our business is our people. Their talent. Their potential. We believe when they’re free to be themselves, 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 9 out of 10 would recommend us to a friend. And why we’ve been awarded Global Top Employer status, six years running.

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)

Position level: Manager, WG 3
Function: Sales
Reports to: National Trade & Wholesale Manager
Applicants: Local Applicants Only



Responsible for the development and deployment of wholesale channel strategy ensuring JTI’s competitiveness within the channel. Collaborate closely with Regional Wholesale Team, Sales Effectiveness, and Field Marketing to identify areas of opportunities and formulate action plans to grow channel performance.



  • Channel Strategy
    • Define the role of the wholesale channel to achieve Company's goals
    • Identify the different layers and types of wholesalers in-market and define objectives and KPIs for each
    • Lead the process of wholesale segmentation through relevant criteria and principles
    • Develop a national wholesale channel operating model and proposal of the implementation timeline
    • Regular assessment of wholesale channel to define future evolution needs and provide recommendations to achieve the company's goals.
  • Planning & Administration
    • Monthly volume target setting (both sell-in to WHS and IMS to retail) and stocks forecasting
    • Close collaboration with Regional wholesale teams to shape wholesale coverage strategy and principles
    • Close collaboration with Regional wholesale teams to ensure volume, distribution, and other execution KPIs are met
    • Develop reporting, analysis systems, and other materials necessary to achieve the Company’s goals
    • Perform necessary administration in accordance with the Company’s requirements, maintain required documentation
  • Trade Investment & Activation
    • Collaborate closely with Regional Sales, Sales Effectiveness, Field Marketing, and Channel Planning to formulate trade engagement strategies
    • Wholesale investment strategy including negotiation of trading terms and merchandising terms with priority wholesalers where relevant
    • Lead wholesale collaboration and activation plan together with Field Marketing team in line with brand and territory objectives



  • University degree
  • Up to 5 years experience in sales, channel management, distribution, and/or field trade marketing
  • Good understanding of sales, communication, and negotiation skills 
  • Functional skills
    • Account / Channel Management
    • Channel Strategy
    • Investment Effectiveness
    • Promotion / Program Effectiveness
    • Forecasting
    • Company and Business Knowledge
    • Decision Making Skills
    • Financial Acumen
    • Strong Communication Skills
    • Effective Negotiation
    • Analytical Skills
    • Category and Space Management
    • Sales Planning



  • An opportunity to be a part of the tremendous growth of one of the Key Market in JTI
  • Influence the business agenda 
  • Impact employees’ wellbeing, performance, career, and culture.
  • Be a part of a new chapter for the Philippine Sales Organization
  • 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.


Job Segment: Merchandising, Manager, Marketing Manager, Retail, Strategy, Management, Marketing, Sales

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