At Japan Tobacco International, we are committed to creating a diverse and inclusive work environment where everyone truly belongs. With over 46,000 employees from around the world, we strive to build unique success stories together.
We celebrate differences and believe that everyone has the power to make a difference with us. Our 83% employee satisfaction rate is a testament to our commitment to providing an engaging and fulfilling work experience.
About this role
The Territory Development Leader position plays a crucial role in driving business growth on assigned territories. As a key member of our sales team, you will be responsible for developing and executing strategies to acquire new consumers and achieve sales targets.
You will lead and develop the capabilities of your team to drive territory growth, managing a squad of Territory Representatives and Assistant Territory Representatives. Collaboration with Finance, People & Culture, and Field Marketing teams is essential in managing people, controls, implementing plans, and ensuring KPI achievements.
Main responsibilities
1. Field Coaching and People Management & Development
o Motivate and guide the team by providing individual developmental plans.
o Conduct regular field coaching and short trainings to enhance sales competencies.
o Cascade relevant projects and directions aligned with company goals.
o Train squad members on digital tools and reports.
o Develop and manage a competent team through objective-based targets, training, regular performance feedback, and career maps.
2. Sales Strategy and Business Development
o Achieve territory volume, brand/sku, and coverage KPIs.
o Achieve target distribution objectives in various trade segments.
o Collaborate with Area Sales Manager and Field Marketing Team on consumer understanding, identifying opportunities, and creating sales plans.
o Drive consumer-centric approach by applying consumer acquisition enablers.
o Monitor competitor activities and market trends to initiate proactive measures.
3. Control and Compliance
o Monitor team's Collection & Credit Efficiency, Quality of AR, and aging accounts.
o Conduct regular trade audits, validation, and surveys.
o Evaluate accuracy of territory customer master data.
o Ensure effective handling of trade returns within return policy.
4. Customer Management (Retailer and Wholesaler)
o Conduct regular visits and build relationships with key wholesalers and retailers.
o Assess growth opportunities and create action plans.
5. Administrative Work
o Prepare reports, analysis, and other administrative tasks.
o Cascades and discussions to update the team and encourage best practice sharing.
o Monitor and control allocated budgets, POS materials, and cycle materials.
6. Sales Information Management
o Maintain trade census data and ensure data integrity.
o Initiate market information collection.
o Provide timely feedback to HQ.
About you
We are looking for a University/College degree or equivalent preferred but not essential based on experience. 2 years of relevant field sales, distribution, trade marketing experience is required. Fluent Tagalog (local dialect is a plus, depending on territory assignment) and Intermediate English skills are necessary. Proven people management skills, experienced coach/mentor, and analytical skills are also essential.
A high sense of ownership, accountability, and entrepreneurial skills, adaptability, flexibility, and a strong analytical mind are also required. Basic knowledge in MS Office applications and good understanding of digital tools are necessary. Strong understanding of control and compliance in Sales Operations and good driving skills are also required.