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ROLE PROFILE
GRADE: G33
JOB TITLE: Territory Manager
EXTERNAL JOB TITLE: Territory Manager
FUNCTION: Sales
SUB FUNCTION: Sales
CITY & COUNTRY: UK (Field Based)
ROLE SUMMARY
What are the key objectives and expectations from this role?
The Territory Manager plays a crucial role in executing brand and trade cycle plans with excellence to drive Share of Market (SOM) growth, volume, and brand activations in outlets. This position involves close engagement with retailers and staff, embodying the image, values, and culture of the company, British American Tobacco (BAT). The Territory Manager is responsible for fostering trade support and loyalty for BAT brands through effective implementation of trade and brand marketing activities. Manage relationships with key retailers and ensure targets are met.
What is the direct impact of this role on the team or organization?
The job holder’s role is to execute first class excellence in execution in order to achieve right distribution level, share of market and volume targets for the territory, with focus on sell out.
Reports to Area Manager
Number of Direct Reports 0
Core Relationships Internal – Head of IS&V, Regional Manager, Area Sales Manager, Trade Ops
External – Independents and Symbols, Wholesalers and Distributives (including C&C)
Geographic Scope UK
Travel Required 95%
ACCOUNTABILITIES
• Execute Marketing Activities:
- Single ownership of newly formed geographical territory for all Independent and Symbol stores selling nicotine
- implement Trade and Brand Marketing activities and programs (Distribution, Display & Dialogue) within the assigned territory, ensuring excellence in execution.
- Adhere to cycle plan activities with a focus on distribution, display, and dialogue to drive brand growth.
- Independently plan daily/weekly/monthly cycle visits to conduct commercial visits and ensure regular coverage of the territory.
- Visibility drive – Competition visibility tracking, Identifying opportunities, negotiation to secure visibility and support or deployment of visibility plans (Backwalls, counter-top units, etc.)
• Portfolio Distribution and Stock Management:
- Ensure optimal distribution of the BAT portfolio and manage stocks efficiently in each outlet to contribute to SOM growth for BAT brands.
- Ensure that the right level of stock for each BAT reference is available within the points of sale and that the product display is in line with company planograms and specifications.
- Manage customer orders and achieve set objectives using tools and merchandising provided by the company.
- Business Development – Identifying growth opportunities in Territory beyond covered outlets (Coverage of unconventional channels)
- Sell in of multiple NPIs to retailers.
• Trade Coverage Plan (TCP) and Sales Channel Planning:
- Execute the Trade Coverage Plan, ensuring agreed coverage and call frequency align with the itinerary and guidelines of the Area Sales Manager.
- Identify opportunities and create plans for all sales channels in the area to maximize market penetration.
- Manage and streamline one's own Zone budget for scheduled cycle activities.
• Engagement and Loyalty Building:
- Establish close engagement with key business partners to gain high levels of trade support and loyalty.
- Enhance understanding of the trading environment in collaboration with retailers and staff.
- Ensure customer education on all digital and non-digital tools available to ensure the correct execution of business activities/procedures required.
• Competitor Intelligence:
- Monitor and report competitors' activations or New Product Introductions (NPI) in the market.
- Provide insights on competitor actions and recommend action plans.
- Monitor and report on competitor activities in compliance with current regulations and company policies.
• Cost Consciousness and Compliance:
- Complete internal reports for expenses such as gas, parking tickets, and vehicle stock, following BAT procedures.
- Ensure compliance with laws and regulations related to environmental protection, safety at work, fire protection, and internal Environmental, Health, and Safety (EHS) standards and procedures of the BAT group.
• Information Management and Resource Allocation:
- Maintain accurate and updated databases of outlets, ensuring ownership and accuracy of information.
- Connect daily with central teams to transfer information to the company's systems and retrieve important updates.
- Maximize resource allocation for SOM growth, including Point of Sale Materials (POSM), understanding the company's investment in the territory.
• Continuous Improvement and Adaptability:
- Constantly monitor the results of one's area of competence and compare them with assigned targets.
- Be flexible in implementing activities: accept and lead change in a continuously evolving business context.
- Identify new opportunities and seize all opportunities to increase the business of one's own area from a Multicategory perspective beyond communicated cycle activities.
EXPERIENCE, SKILLS, KNOWLEDGE
ESSENTIAL
• Approximately 1/2 years’ experience in trade marketing/sales department.
Technical / Functional / Leadership Skills Required
• Outstanding interpersonal and communication skills
• Sales experience
• Strong results orientation
• Negotiation skills and objection handling
• Proactive and flexible
• Problem-solving ability
• Full product knowledge and understanding of distribution dynamics
• Planning skills and ability to work independently
• Excellent time and stress management
• Ability to work in teams and excellent management of human and professional relationships, both within
the Sales Representative team and with clients and external parties
• Availability to travel within the territory
• Good transactional and business English language skills
• Basic IT skills
NICE TO HAVE BUT NOT ESSENTIAL
• University degree
• Experience in the FMCG sector
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