Territory Sales Manager

PRINCIPAL ACCOUNTABILITIES 

As a Territory Manager, you are expected to coach, support develop and manage your team to elevate the customer experience by seamlessly integrating physical and digital interactions to boost sales-in and sales-out at the outlets, using insights derived at the outlets, trend reports and competitor activity observations. You are accountable for optimising your territory to drive higher consumer demand of BAT Multi Category Products, and overall customer profitability.    You will be tasked with implementing our Route to Market Model and enabling Fit for Future strategy to expand reach, increase market share, and ensure sustainable growth aligned with future trends.

DELIVER RESULTS: MONTHLY OPERATIONS

• Impactful Territory Planning and Management: Manage, inform, develop and motivate the TMD Rep to deliver trade marketing and distribution activities that are superior to the competition 

• Ensure marketing and trade initiatives are used by the TMD Reps effectively.  

• Ensure that the reps are implementing outlet SOQ/Target Compliance with the correct ranging and pricing at every outlet

• Optimal Territory Resource Management: 

• Efficient management of time and resources through call cycle planning, route balancing and daily/weekly preparation to achieve 100% territory coverage and completion of activities.

• Support and encourage generation of new customers to expand the database and assist with discussion of commercial offers to boost outlet profitability where required.

• Excellent End-to-end Trade Execution Management

• Coach the rep on effectively using a mix of marketing and trade tools .

• Ensure TMD Rep engagement with customers post-sales, providing excellent support and strengthening the relationship.

• Drive consumer conversion and demand creation at the outlet through the rep by using targeted in-store activations and marketing campaigns.

• Effective Indirect Shipment Volume Management:

• Effectively managing Indirect SOQ/target compliance, ensuring correct stock on hand to fulfill customer order demands.

• Grow Indirect Sales-Out volume, ensuring with the correct range of Multi Category Products at the right price

• Effectively manage customer credit and account status through timely payment collection, setting appropriate credit limits, and providing regular account updates and payment plans (where required)

• Ensure Efficient and Effective Outlet and Kiosk advocacy:  

• Coach TMD Rep in how to effectively educate and influence retailers and/or kiosk staff to advocate BATSA products to adult nicotine consumers, using a mix of both face-to-face and Digital engagement platforms, thus driving consumer acquisition and create demand.

• Support the Rep in leveraging insights based on market dynamics to build credibility within customer base.

• Support HORIZON Supplying Indirects:

• Build and maintain strong partnerships with key internal stakeholders and HORIZON Supplying Indirects to ensure compliance to SLAs & Contractual KPI’s. 

• Ensuring BAT contractual obligations to the HORIZON Supplying Indirect are delivered on time and in full

DELIVER RESULTS: EXECUTION EXCELLENCE

• Set Clear and Focused Expectations:

• Ensure Rep understanding of their roles and expectations of them in each outlet using the 8 steps of the call

• Set clear, measurable goals aligned with overall business objectives and monitor progress.

• Ensure Excellence in Execution of the Rep’s role

• Assess and Coach TMD Reps on the expected quality of execution of the Horizon 8 steps of a call, improving performance and Role Execution GAPS

• Assess Rep Performance against agreed/targeted KPIs (ie Product Availability, Product Visibility, Product Quality, Pricing, Promotion, and Outlet Advocacy) through market assessments (with or without the Rep) 

• Ensure proper and timely Performance Improvement Principles are applied and followed through where required

INSPIRE: PEOPLE LEADERSHIP

• Coaching towards Execution Excellence (defined as the Excellence in Execution of one’s role):

•  Assists the TMD Rep by setting SMART goals wrt the execution of the 8 Steps of the call, providing necessary resources, scheduling regular check-ins, engaging in role-playing scenarios, offering mentorship and support, analysing reports, and collaboratively solving problems to address identified gaps.

• Guide and support negotiation methods and outcomes to refine the approach to ensure effectiveness over time. 

• Managing and supporting the Rep’s transition from Sales to Trade Marketing Centric mindset

• Ensuring high performing teams through performance management

• Ensuring your direct team has at least two formal performance discussions annually, along with regular one-on-one meetings, implementing disciplinary processes where required and addressing development and performance GAPS 

• Support Career Development and Succession Planning

• Provide active and comprehensive support in your team’s Individual Development Plans (IDPs), offering guidance, resources, and opportunities for growth to help them achieve their professional goals.

• Continuously optimize performance by improving your territory’s capabilities

• Support your territory to improve their skills by ensuring that they have the right training, tools, and advice, and encourage a mindset of always improving, winning and being creative in the market.

INSPIRE: CULTURE

• Embracing BAT's values and bringing them to life in your team.

• Perform regular pulse checks with the People Leadership Agenda and Your Voice initiatives to ensure alignment and address any concerns within the team.

• Promote and uphold a culture of excellence and wining through your Ways of Working (WoW).

LEADERSHIP CAPABILITIES:

Being Adaptable

• Flexible: Adapts and responds effectively to new and changing situations

• Thrives on Challenge: Is energized by challenging situations

• Resilient: Maintains determination and effort in the face of setbacks

Winning Business Insights

• Curious: Actively seeks knowledge and information to advance understanding

• Decisive: Incorporates relevant knowledge/experience and critical thinking to form timely and effective decisions

• Thought Leader: Shares knowledge and insights to progress learning in the organization

Driving Results

• Committed: Perseveres under pressure to deliver against challenging objectives

• Raises the bar: Leads by setting high standards and focusing on achieving sustainable results

• Influential: Persuades and motivates others to achieve common objectives

Thinking Strategically

• Conceptual Thinker: Grasps complex concepts or information quickly, connecting the dots

• Strategic Thinker: Thinks ahead, considering long-term impacts/multiple perspectives when making plans

• Analytical: Breaks down complex problems into manageable components

Challenging the Status Quo

• Proactive: Demonstrates initiative to identify and pursue new opportunities

• Change Advocate: Confidently expresses ideas that challenge norms, bringing people on the journey

• Creative Problem Solver: Generates and tests innovative solutions/approaches to progress despite uncertainty.

EXPERIENCE, SKILLS, KNOWLEDGE

• Tertiary Qualification in Marketing/Business Management AND 3-5 years relevant experience

• FMCG experience preferable

• Data interpretation and analytical skills coupled with an Advanced level of computer/digital literacy and skills in MS Office (Excel, PowerPoint, Word)

• Very Good understanding and application of consumer segmentation, channel TCI, commercial profitability, pricing, product ranging, insights utilization, space management and planograms.

• Communication / Interpersonal skills: Communicates clearly, persuasively and is successful in influencing and negotiating with others.

• Demonstrated Leadership in Excellence by setting a personal example and Leading teams from the front.