Trade Development Executive- West Coast

Philip Morris International · Western Cape

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose – to deliver a smoke-free future.

Huge opportunity comes with enormous change. Therefore, wherever you join us, you'll have the flexibility to imagine and present better, brighter ideas as well as the opportunity to further your career in an infinite number of ways.Sales and Marketing at PMI feels like building a new business – but with the accumulated expertise of a global brand behind you. Bring us your curiosity and capacity to engage people and you can be part of the digital, onmi-channel team that’s driving our huge commercial transformation.

If you’re a forecaster and forward-thinker, you can make a huge impact, creating sales strategies across all markets. But, here, your innovation will do more than just improving sales. You’re not persuading someone to savings account or try a new drinks brand.

YOUR ‘DAY TO DAY’

Trade Management

Balanced management of CSU (30% physical/50% hybrid/20% remote) to ensure sufficient coverage across the universe
Maintain digital engagement rate in Remote Base, leveraging on Back Office call center and digital calling to maintain PMI performance
With the support of call center Back-office Executives (BOE), lead the call frequency in the Hybrid CSU linked to the execution of commercial initiatives and exceptional requirements, ensuring appropriate number of physical visits based on customer and business need
Lead the level of influence to ensure RRP education, the frequent generation of leads, B2C activations and uptake of device sales through engagement with store owners, managers and cashiers

Physical Universe

Manage the segmentation of the universe to forecast coverage frequency, primary and secondary brand staging and POSM investment
Drive brand acceleration and growth by ensuring cycle implementation and relevant brand staging to support brand growth and negotiation of opportunities for staging and / or other brand support
Continuously educate, assess level of understanding (through, but not limited to, critical metric) and re-educate owners, managers, and kiosk staff to close gaps in RRP understanding to get results
Deliver on PMSA segmentation strategy by ensuring relevant PM portfolio is in stock and available with due regard to the store legal aged consumers profiles
Where required, set and host Retail Activations with relevant retail stores to build awareness and trial of RRP category within the territory
Establish and negotiate a relevant base of SMP venues which are RRP friendly
Where possible, set and host SMP activations to build awareness and trial within the territory
Assess stores’ ability to move into Digital Base (retailer capability, current route to market and current task completion) and facilitate / support the transition while maintaining the right level of support
Track and report on sales cycle implementation results, using available system tools to set objectives and measure performance.

Digital Universe

Schedule physical and virtual visits to Digital Stores based on segmentation and needs (handle physical frequency)
Complete physical visits to Digital CSU as required in real time and as advised by back office to resolve issues
Ongoing Business Development and strategic analysis of digital base ensuring growth in numeric distribution and achievement of business targets and objectives.
Work with collaborators to ensure Digital Trade Engagement (DTE) response and success rates are in line with the business objectives
Based on the score results, assess the level of understanding of Digital Stores and work with the DTE team to implement strategies to close the gaps.

Third Party Management

Management of third party to ensure service delivery in accordance with PM business targets and objectives
Manage 3rd party Field Managers and ensure adherence and understanding of cycle requirements and levels of execution
Together with the BOE's, ensure 100% coverage of KA stores covered by 3rd parties where required work with BOE's to check temporary point of sales material compliance by cycle
Assess performance through available reports and make recommendations to improve IMS performance in store

Sales Information

Ensure accurate capturing of information on field force tracking tools
Analyze data on tracking tools and sales cycle results, identify improvement opportunities, develop, and complete appropriate action plans in order to support territory objectives.
Provide regular feedback to management on market related activities and products.
Forward looking planning and forecasting using market related insights, data, and competitive information to advise strategic plans for PMSA effectiveness.
Trade Engagement and Education
Manage covered universe by handling and completing strategic trade programs within relevant cycles
Market analysis of territory segmentation to evaluate feasibility of relevant store universe
Ensure that participating stores are fully aware of and understand the trade program mechanics and compliance measures
Educating and training trade partners to effectively pass on PMSA brands’ CSM to adult consumers and switch sell

Compliance & Legal Framework

Knowledge of the legal framework related to tobacco products and/or RRP’s
Apply the highest standards of integrity and full compliance with all applicable laws and PMI policies and procedures across the organization in order to support long term sustainability of PM business

WHO WE ARE LOOKING FOR

Completed Matric
Bachelor’s Degree/ Relevant Tertiary Qualification /Equivalent Work Experience
A driver's license that is valid for more than 12 months is required
Extensive knowledge of the West Coast areas is essential. Prior experience working within these areas is a requirement.
Minimum 3 years of sales experience within the FMCG / Pharma sector is key
Demonstrated experience in working independently
Minimum 2 years proven experience as leader/manager of a process and/or people
Experience using digital tools (POS, sales mobile applications)
Experience using MS Office (Word, Excel, PowerPoint, Outlook)
Strong English Language proficiency

Skills & Knowledge

Ability to multi-task and deliver on multiple key topics
Resolving conflicts/Problem-solving skills
Strong level of Numeracy and analytical ability and financial literacy

Key Competencies

Logic and Problem Solving
Critical thinking
Sales and Commercial Knowledge
Sales Territory Management
Business Sense
Ability to sell ideas/ influence/ negotiate
Building trust and accountability with diverse partners
Planning and delivering results
Learning orientation
Decision Making under Pressure and taking ownership of decisions
Ability to mentor and develop others

WHAT WE OFFER

Our success depends on our dedicated employees who come to work here every single day with a sense of purpose and an appetite for progress. Join PMI and you too can:

Seize the freedom to define your future and ours. We’ll empower you to take risks, experiment and explore.
Be part of an inclusive, diverse culture, where everyone’s contribution is respected; collaborate with some of the world’s best people and feel like you belong.
Pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress.
Take pride in delivering our promise to society: to deliver a smoke-free future.

PMI is an equal opportunities employer. We encourage applications from all members of society irrespective of age, race, disability, sexual orientation, gender identity or expression, ancestry, religion or belief, or any other characteristic protected by applicable laws, regulations, and ordinances.e.

PMI is strongly committed to diversity within its community and especially welcomes applications from South African citizens who are members of designated groups who may contribute to Employment Equity within the workplace and the further diversification of ideas. In this regard, the relevant laws and principles associated with Employment Equity will be considered when appointing potential candidate

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