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Area Sales Manager Lebanon & Jordan Travel Retail

What this position is about - Purpose:

In this position, working very closely with... the Regional Sales Director, you will be responsible for all aspects of territory management and field force deployment (where applicable).
You will establish very close links with the trade and play an active role in the implementation of consumer & trade programs. Also, we expect you to manage the implementation of consumer & trade marketing programs and monitor implementation KPIs, and competitive activity.
You will report findings to relevant Marketing & Sales functions, and liaise and work very closely with the regional team as well as other Sales and Marketing functions.

What will you do - Responsibilities:
• IMPLEMENTATION OF PLANS & STRATEGIES

Effective implementation of sales, distribution, through-the-line marketing strategies including merchandising, shelf-space, and promotional programs as defined by the Planning Group; Regional Sales Director, Marketing Team, Sales Analyst & Planning Manager and GTR central teams as needed. Monitor progress, as well as the quality of materials used and recommends corrective action where necessary. Plans and strategies to be adapted as required by channel and account. Channel strategies to be in line with global strategies for that particular channel
• DATA GATHERING & REPORTING

Ensuring access to data with customers IT systems is in place to gather and report on all aspects of I-sales, IMS, invoicing, order delivery, stock and investment. Ensuring reports are gathered on a monthly basis. Responsible for analysing reports to understand performance versus KPI's and producing reports / recommendations to enable both JTI and customer to evaluate performance & take appropriate action if needed
• ACCOUNT / CUSTOMER ENGAGEMENT PROGRAM

Developing and implementing account plans locally and contributing to International Key Account (IKA) plans. This is to include customer engagement utilising JTI’s approach to the total store with tobacco as a driver to other purchases driving up overall spend. The ASM will also be responsible managing local account agreements and assisting where relevant the management if IKA agreements. Ensuring compliance with what is agreed and JTI’s processes for payments, proof of performance etc. Supporting in the development and implementation of sales and marketing programs for all account under their responsibility
• ANNUAL BUSINESS PLAN AND REVIEWS

Responsible to develop, align (internally & with customers/distributors), implement and execute the following plans: Feb Latest Estimate (LE), May LE, Sept LE Annual and Strategic Plan, Nov LE. The plan will detail:
a) historical analysis
b) SWOT analysis
c) costed & prioritised strategic options
d) annual plan, investment, volume, margin & KPI objectives
e) relationship management objectives
f) KPI scorecard & tracker.
Establish a rolling 18-month forecast for each planning node. Responsible for full delivery of markets P&L
• RETAIL SALES CONSULTANTS (RSC)

In conjunction with the Regional Sales Director and support functions, where appropriate implement and manage on-going the JTI RSC. This will include interviewing, coaching and managing 3rd party agencies and individual RSC's to support JTI's goal of 'best in class' consumer understanding and brand activation in store.

Who are we looking for - Requirements:
• University degree or equivalent
• 5 years of experience in sales & distribution/channel management/field trade marketing. Experience in consumer/trade promotions management. Preferably within FMCG/Travel Retail industry with Key Account Management experience
• Fluent English (preferred); Arabic - highly desired
• Computer literate
• Experience in:

- Territory and field force planning and management, Trade marketing and POS consumer activation

- Logistics and order management, Shelf space management,Category management, Distributor management, Total pricing and trade margins management
- Field intelligence, Data gathering, KPI monitoring / reporting
• Negotiation skills, Financial skills, External environment knowledge (taxation, trade pricing, corporate affairs, legal)
• Communication skills
• Full understanding of Customer services

What are the next steps – Recruitment process:

Thank you very much for your interest in the role. You are welcome to apply.

We provide feedback to all applicants
Beirut Lebanon

Salary Criteria