Territory Development Leader - Dumaguete

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 we’ve been awarded Global Top Employer status, ten 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

This position will remain open until filled.

WHAT WILL YOU DO?

Field Coaching, People Management, and Development

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 members

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

Train squad members on the usage of digital 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

Sales Strategy and Business Development

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 approach to each squad members by applying consumer acquisition enablers in collaboration with FM and SI/Bi and other related departments

Monitors and assess competitor activities 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

Control and Compliance

Monitor the team's Collection & Credit Efficiency, Quality of AR, and ageing 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

Customer Management (Retailer and Wholesaler)

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 returns

Provides timely updates on requests, and status of complaints

Administrative Work

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 sharing

Monitors and controls allocated budgets, POS materials, cycle materials

Ensures proper management, monitoring and maintenance of assigned company assets

Sales Information Management

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

WHO ARE WE LOOKING FOR?

University / College degree or equivalent preferred but not essential based on experience

2 years of relevant field sales, distribution, trade marketing experience

Fluent Tagalog (local dialect is a plus, depending on territory assignment). Intermediate English.

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 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)

WHAT ARE THE NEXT STEPS?

Thank you very much for applying! We will make sure every candidate will receive a reply within 2 weeks after the application deadline.