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Reporting to: Regional Commercial Sales Director
Duty Post: Roxas
Area Commercial Sales Manager
As the ACSM, you will be responsible for driving revenue growth and ensuring the sustainable development of JTI brands within an assigned geographical area.
This role involves leading sales operations, managing Field Force teams, and executing strategies to meet sales and KPI targets while maintaining a strong local leadership presence. You will leverage trade and consumer insights to shape strategies that enhance brand value, foster long-term customer relationships, and ensure a consumer-centric approach.
Collaboration with CBU Leads is crucial to managing trade relationships, implementing strategic plans, and achieving KPIs. You will also focus on optimizing resource allocation, managing budgets, and adapting to market changes while adhering to compliance standards and maintaining operational efficiency. Your position plays a key role in driving both revenue and brand equity at the branch level.
What you will do:
Commercial Sales Strategy:
Develop and execute a comprehensive Area Sales Commercial Strategy to achieve JTI's business objectives, seamlessly aligned with the Barangay Playbook and other enablers, emphasizing:
Collaborative Growth Planning: Strengthen CBU collaboration to optimize sales initiatives, ensuring alignment with local market dynamics and strategic business priorities.
Integrated Performance Management: Implement a robust framework for tracking and enhancing key performance metrics, driving accountability, and achieving measurable outcomes.
Strategic Product Portfolio Management: Develop and execute strategies to optimize product mix, balancing profitability and consumer preferences to maximize market penetration.
Competitive and Market Intelligence: Analyze industry trends, competitor strategies, and consumer insights to anticipate market shifts and create proactive strategies that secure long-term growth.
Actionable Roadmap for Success: Outline a forward-looking strategy to achieve KPIs, drive sustainable revenue growth, and build resilient consumer and trade partnerships, fostering loyalty and brand equity.
Driving Strategic Profitable Growth and Market Leadership
Commercial Acumen: Drive profitable and sustainable business growth with a strategic commercial perspective.
Category Expertise: Leverage in-depth knowledge of both traditional and RRP categories to capitalize on market opportunities.
Territory and Resource Management: Define optimal territory structures, route plans, and headcount requirements to meet distribution goals and maximize revenue.
Growth Potential: Identify potential business growth and risks within the territory, translating insights into actionable plans to increase profitability and expand the consumer base.
Program Execution: Develop and implement impactful trade and consumer programs, ensuring execution excellence to boost consumer engagement.
Market Insight and Field Execution: Conduct regular field visits to analyze market trends, competitor practices, and customer behavior; provide summary reports with targeted recommendations to enhance operational efficiency and secure sustainable growth.
Performance Management: Foster a result-driven approach to performance, ensuring accountability and measurable success across all initiatives.
Empowered Leadership and Team Accountability
Team Agility: Accountable for team development, motivating and empowering the team to success. Ensure adaptability by adjusting strategies to market changes and organizational priorities, keeping the team agile.
People Development & Succession Planning: Mentor, coach and provide constructive regular feedback to direct reports with the objective to unleash and maximize the potential of employees and ensure strong succession pipeline
Culture Building: Foster a high-performance culture by creating positive work environment team members are confident to speak up their concerns and ideas, challenge ideas for the better and promote continuous learning
Managing difficult conversation: Handle difficult conversations, manage performance guided P&C standards and JTI policy and resolve conflicts constructively and effectively persuading motivating, and guiding others to achieve business goals.
Engagement: Collaborates with P&C in attracting and developing talents and keeping the team engage through appropriate rewards and recognition and employee engagement activities
Strategic Operations Leadership
Take full ownership of branch revenue and profitability analysis, ensuring alignment with financial goals. Drive results by meeting KPI objectives, managing expenses, and utilizing data insights to adjust strategies for continuous improvement and profitability.
Optimize travel routes for sales reps to maximize coverage, reduce costs, and improve customer service through efficient planning.
Lead special events, sponsorships, and marketing initiatives with the CBU, ensuring alignment with commercial objectives and measurable business impact.
Drive operational projects with HQ Departments and other CBU functions, aligning them with annual business plans to accelerate performance and achieve bottom-line results.
Oversee branch budget accuracy, adhering to policies, and collaborate with Branch Finance Managers to address financial challenges and ensure operational efficiency.
Stocks and AR Management
Oversee precise demand forecasting to ensure business predictability, consistent product availability, and optimal stock levels at the warehouse.
Minimize product returns in accordance with JTI's product returns policy.
Manage inventory at the trade level, ensuring proper stock rotation to maintain product freshness.
Ensure high AR quality and efficient collections, adhering to JTI's standards.
Controls and Compliance
Lead the JTI Compliance agenda and local labor law regulatories by collaborating with P&C, Finance, and Security to prevent and manage labor and compliance issues within the Area.
Ensure full compliance with safety regulations, demonstrate safety leadership, and take proactive measures to mitigate risks. Report hazards or accidents to management immediately.
Conduct regular audits of the territory, overseeing Territory Development Leader capabilities in identifying and addressing misconduct.
Implement and refine standardized sales processes to ensure consistency, efficiency, and compliance, driving operational excellence across the team.
Plan and monitor financial resources to keep the team within budget, optimizing profitability while maintaining financial discipline for business success.
Identify, assess, and mitigate risks that may impact sales performance, compliance, or profitability, ensuring the team's success and safeguarding operational integrity.
Who are we looking for:
Education: College/university degree or equivalent.
Work Experience: 5+ years of relevant experience in FMCG managerial position in sales, channel management, distribution and field trade marketing.
Language Skills: Fluency in English and Tagalog (local dialect is a plus, depending on territory assignment)
Technical: Consumer-Centric Focus
Territory Management
Sales Planning, Strategy and Forecasting
Financial Acumen
Category Expertise
Data Driven Decision Making
ROI Analysis
Route Planning
Leadership and Team Development
Effective Coaching
Flexibility and Adaptability
Conflict Resolution
Strong Influence
Auditing, Budgeting and Expenses Controls
Process Management
Risk Management
Situational Analysis
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.