Trade Development Representative at Philip Morris International

Job description

The following position has become available in our Sales & Distribution division.
This position will be based in Durban and report to the Territory Trade Development Manager.
Preference will be given to EE candidates.

PURPOSE OF JOB

• Achieve and maintain the defined performance standards related to availability, visibility, share of space, volumes as well as marketing objectives within the assigned territory through regular and efficient coverage in order to ensure high quality customer and consumer service whilst striving for exceptional in-field execution.
• Implement necessary activities according to given guidelines, local laws and Philip Morris policies to enhance the awareness and appeal of PM products within the defined territory.

PRINCIPLE ACCOUNTABILITIES

• Regularly update database and design route plan on a sales-cycle basis according to overall and specific sales and marketing objectives in order to achieve efficient numeric and weighted territory coverage
• Ensure that retail availability objectives are consistent with overall PM strategy, by helping the retail customers achieve and maintain optimum stock of PM brands, in order to increase PM volume and market share within the assigned territory. Address all availability issues directly and / or via wholesale in order to achieve functionality and efficiency, making sure that all PM products are available as per correct segment price point.
• Check and recommend optimal stock, practice product rotation as per FIFO principles, remove stock from the storage, shelf stacking and increasing PMSA forward share.
• Negotiate and implement planograms, maximizing share of space according to merchandising guidelines. Negotiate PPOSM and TPOSM placement according to segmentation and as per cycle specific objectives, ensuring cost effective use of PM resources to capitalize on opportunities.
• Propose and implement trade programs and incentive schemes in covered outlets according to Sales and marketing plans in order to increase market share of PM products, gain competitive advantage at trade and increase the image of PM products, support brand awareness and new product launches.
• Identify growth opportunities at assigned territory by identifying new retail customers and use Trade programs to achieve territory of KPI’s.
• Track and report on sales cycle implementation results, utilizing available system tools to set objectives and measure performance
• Compliance check on Trade Programs, collecting and reporting all relevant information, including competitor intelligence, market environment and legislation, recommending solutions and allowing PM to understand the trade developments
• Establish and maintain high levels of rapport with business owners and key decision makers, being the preferred tobacco manufacture, effectively communicating PM’s initiatives. Implementing the basic principles of category management, thus achieving the targeted SOM, availability and visibility of PM brands within the assigned territory
• 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.

REQUIREMENTS

• ND/Degree in Sales/Marketing or equivalent with minimum 1 years’
• FMCG sales experience or
• Matric with 3 years’ FMCG sales experience
• Valid driver’s license
• Ability to drive competently SKILLS, KNOWLEDGE & COMPETENCIES
• Computer literacy
• Good negotiation and presentation skills
• Planning skills
• Freedom of unplanned support
• Proactive and action orientated