BAT is evolving at pace into a global multi-category business. Our purpose is to create A Better Tomorrow™ by Building a Smokeless World.
To achieve our ambition, we are looking for colleagues who are ready to join us on this journey! Tomorrow can’t wait, let’s shape it together!
ROLE PROFILE TMD REPRESENTATIVE
GRADE: 32
JOB TITLE: Territory TMD Representative
FUNCTION: Commercial
SUB FUNCTION: Trade
CITY & COUNTRY: Pretoria, South Africa
UNIQUE JOB CODE: EM_ Job Title_Grade_001
What are the key objectives and expectations from this role?
The value proposition of a TMD Representative is to provide BATSA with a Trade Marketing Competitive Advantage, ensuring that our correct portfolio of brands is available at the right place, in the right quantities, at the right price at the right time and optimally communicated/promoted to ensures growth in consumer demand/offtake. Ensuring that BATSA can grow volume and share across multiple categories.
In owning the commercial relationship with the Customer, the Representative can ensure that BATSA offers superior customer service and establish BATSA as the Benchmark Supplier within the FMCG industry by consistently meeting (and exceeding) Customer expectations. The TMD Representative acts as the Multi-Category Specialist for our brands.
Reports to | Territory Manager |
Number of direct reports | Leads Self |
Core relationships | Internal - HORECA Function
- Marketing Deployment and Insights Team
- Customer Team
- Support Services (Trade Systems, IT, Finance, Regional Planners at Depot)
- Supply Chain
External - Customers (store owner, store Managers, Kiosk staff)
- Consumers
- 3rd Parties (Merchandisers, Logistics Partner, Call Centre)
|
Geographic scope | Pretoria |
Travel required | No (only driving) Travel required for relief or assistance purposes between regional offices |
PRINCIPAL ACCOUNTABILITIES
Own the trade marketing and commercial relationship within the outlet to drive Growth of BATSA’s Multi Category products (FMC, New and Modern Oral). Facilitate relevant discussions with outlet owners/managers in relation to the performance of the categories and what initiatives could/should be actioned to drive growth.
DELIVER RESULTS: EXECUTION EXCELLENCE
- Regularly review and improve your execution of the 8 Steps of a call framework and ensure all trade marketing and distribution activities align with the framework principles.
- Planning: Efficient management of time through call cycle planning to achieve minimum required calls per day. Ensure daily and weekly preparation done in line with the objectives to achieve 100% route coverage and obtain the correct materials and stock to perform activities and relevant tasks.
- Retailer Engagement: Build strong relationships with customers by being approachable, listening actively, and showing interest in their business. Ensure retailers understand the full range of products and services, highlighting benefits aligned with their objectives.
- Ensure good credit standing within outlets and good account status, avoiding bad debts, and provide timely account status updates and payment plans to retailers.
- Kiosk Engagement: Educate and influence retailers and/or kiosk staff to speak on BATSA products and brands to adult nicotine shoppers, using the Khonecta platform (retailer interaction) to drive growth.
- Execution and Completion of Tasks
- Complete all tasks and Cycle Activities assigned to be done at the outlet for that specific Cycle Period/Visit focusing as per Cycle Plan
- Execution of Trade Fundamentals:
- Product Availability: Ensure the right product mix is available, manage stock levels to avoid out-of-stocks, and drive volume and share growth through commercial relationships and initiatives.
- Product Visibility: Refresh BATSA materials according to contracts and campaigns and maintain planograms.
- Product Quality: Monitor and rotate stock per FIFO policy and manage returns with approval.
- Pricing: Ensure pricing compliance using commercial tools and negotiate RRSP compliance for correct consumer pricing.
- Ensure BAT categories and brands are prominently displayed in retail environments. Collaborate with retailers to secure prime shelf space and promotional displays.
- Ensure marketing and trade initiatives are used effectively by communicating tactical deals to increase influence.
- Store Observations
- Conduct Competitor observations of price changes/NPI’s/activities/pack changes
- Track the effectiveness of trade marketing activities and provide regular reports on performance and observations to management.
- Summarize and Negotiate
- Summarize Engagement, using strong negotiation and influencing skills, with the owner and include key findings from Tasks, Cycle Activity Execution and Trade fundamental action steps performed at the outlet.
- Close, Diarise Agreements and Schedule Next Steps
- Document and Schedule tasks/actions for next visit and review when preparing for the next visit.
- Document key findings to share insights gathered with Territory Sales manager to unpack opportunities and inform plans to close identified gaps
EXPECTATIONS ON THE PERFORMANCE OF THE ROLE
- Work together closely with the Territory Manager within route to identify potential opportunities to improve business performance and strengthen customer relationships, thus driving growth within the route.
- Regularly check progress and adjust actions as needed to meet agreed upon performance objectives aligned to overall business objectives.
- Regularly review negotiation approaches and outcomes to refine the approach and become more effective over time.
- Identify new customers to expand the database, and discuss commercial offers to boost outlet profitability
- Develop strong partnerships with retailers through open communication, excellent service, and maintain engagement with customers post-sales.
DEMONSTRATION OF 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
- Thought Leader: Shares knowledge and insights their peers or the wider team to progress learning in the organisation
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 of improvement and positive change
EXPERIENCE, SKILLS, KNOWLEDGE
- Tertiary qualification in Marketing or Sales and 2-3 years’ experience in similar role
- Valid Code 08 Driver's License with (proven driving experience)
- Exceptional trade marketing, communication, and negotiation skills.
- Demonstrated expertise in managing performance of own route.
- Strong time management and planning capabilities.
- Competency in utilizing various TM tools and/or Digital platforms
- Effective relationship-building skills and receptiveness to feedback.
- In-depth commercial understanding, including bankable profit, margins, and mark-up.
- Comprehensive understanding of Multi Category Products
What we offer you?
- We offer a market leading annual performance bonus (subject to eligibility)
- Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
- Your journey with us isn't limited by boundaries; it's propelled by your aspirations. Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together. Seize the opportunity and own your development; your next chapter starts here.
- You'll have access to online learning platforms and personalized growth programs to nurture your leadership skills
- We prioritise continuous improvement within a transformative environment, preparing for ongoing changes
WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.
Collaboration, inclusion and partnership underpin everything we do here at BAT. We are looking forward to enabling every individual to thrive, regardless of gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, veteran status, perspectives and thinking styles. We know that embracing talent from all backgrounds is what makes us stronger and best prepared to meet our business goals.
We see the career breaks as opportunities not obstacles. Through The Global Returners program, we support professionals looking to restart their careers after an extended absence from the workforce (e.g. time out caring for family, parental leave, national service, sabbatical and/or starting an own venture).
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.
If you require any reasonable adjustments or accommodations to help you perform at your best during the recruitment process, you are encouraged to notify us. We are fully committed to support you by making appropriate arrangements for you to demonstrate your full potential.
