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Title:  Sales Business Advisor - Waco, TX

Job ID:  90102
Country:  USA
City:  Waco
Professional area:  Sales
Contract type:  Permanent
Professional level:  Experienced

Waco, TX, US, 76700


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 is why 83% of employees feel happy working at JTI. And why we’ve been awarded Global Top Employer status, nine 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:




What This Position Is About - Purpose

This role is to ensure the retailer understands the relevance of the tobacco category to their business, how it drives sales of other categories and the opportunities that tobacco offers their business.


Route Planning & Execution Planning

  • Plans, or be heavily involved in the setting of all respective territory objectives in relation to the market priorities
  • Decides where best to execute the individual activities and what activities should be executed in Outlets
  • Arranges appointment time with customer to ensure dedicated time for business presentations
  • Uses "JTI customer prioritization" to determine visit frequency when planning and proactively plans to have more visits with the most important customers
  • Plans the calls based on sales data (market and outlet) and understanding of customer needs


Strategic Insights & Business Advice

  • Analyzes factual data from respective territory to support local knowledge and identify opportunities for future planning
  • Analyses JTI objectives performance for future planning
  • Collects total category sales data and analyses competitors performance to identify opportunities for JTI
  • Monitors competitor, retailer and all category activity (not just Tobacco category) in store
  • Collects Pricing information for Tobacco Category
  • Provides regular updates to prioritized customers on total tobacco performance and presents opportunities for future growth for both parties
  • Tactically uses business information (JTI and retailer) to strengthen selling arguments
  • Works with outlets advising them how to maximize the opportunity of tobacco consumers across the store
  • Educates and influences outlets on the best way to manage the tobacco category


Negotiation & Selling process (Triple Win)

  • Negotiates autonomously sell in / out contracts to the benefit of JTI in respective territory
  • Reduces or rewards autonomously payment to outlet based on contract compliance
  • Uses data to inform outlet on performance versus Contract agreements
  • Checks compliance standards versus contractual agreements
  • Ensures recommended selling price points of JTI products are correct
  • Proactively uses category based arguments to drive retailer and JTI business and satisfy the tobacco consumer
  • Proactively predicts, plans and handles objections as a way to ask probing questions and build understanding to inform a better close
  • Ensures the required and appropriate tobacco assortment are listed



  • Merchandises stock if required and uses business tools to highlight and educate the impact to business of availability issues
  • Trains store staff to order stock correctly for themselves
  • Influences the ordering of JTI Product



  • Assess objective achievement and feeds back to the business for potential improvement
  • Records results versus objectives in TME or similar system.



Manage various tasks and projects as they arise and upon manager’s request



Who Are We Looking For - Requirements

  • Experience in Manage various tasks and projects as they arise and upon manager’s request FMCG sales
  • Computer: Proficiency (Office suite)
  • Advanced commercial understanding
  • Advanced negotiation skills
  • Advanced communication skills
  • Advanced selling skills (Triple win approach)
  • Advanced category management knowledge
  • Advanced Analytical skills (Territory data analysis)


Benefits- What we offer:


Enjoy a competitive salary commensurate with the experience and responsibility requirements.


Excellent employee environment with a competitive benefits package including:


  • Company Vehicle
  • Annual Merit Increase
  • Healthcare
  • Dental + Vision
  • Voluntary benefits
  • Paid Time Off
  • Paid family leave benefit
  • 401k Plan + Company Contributions
  • Life Insurance
  • Disability



What Are The Next Steps – Recruitment Process


Thank you very much for your interest in the role. You are welcome to apply.


Should you have any questions, you are welcome to contact Maja Lenczewska (Talent Advisor for US) via


Job Segment: Category Manager, Merchandising, Data Analyst, Retail, Data, Sales

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