Territory TMD Representative at BAT

ROLE POSITIONING AND OBJECTIVES

The value proposition of a Territory TMD Representative is to provide BATSA with a competitive advantage, ensuring that our portfolio of brands is available in the right place, in the right quantities, at the right time. Ensuring that BATSA has the opportunity to 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 Territory Trade Representative acts as the human interface of our brands.

WHAT YOU WILL BE ACCOUNTABLE FOR

BUSINESS RESULTS

Own the commercial relationship within the outlet to drive both Volume & Share Growth of BATSA FMC and New categories. 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.

EVOLUTION OF TRADES’ DIGITAL TRANSFORMATION

Educate, onboard and manage defined retailer engagement programs (B2B) in the trade in accordance with company strategy, implementation and agreed compliance measures. Primary focus to ensure customers are aware and achieve performance targets and rewards, whilst being compliant on hygiene factors in order to earn.

EXECUTE TRADE FUNDAMENTALS THROUGH BOTH DIGITAL AND PHYSICAL ENGAGEMENT.

• Product availability: Ensure the right product mix (carton, pack, pods, cans and stick) availability at the right place aligned with Brand Coverage Targets. Manage the retail stock levels and forward stock pressure to avoid Out of Stocks to less than 2%.
• Own the commercial relationship within the outlet to drive both volume and share growth of BATSA FMC and New categories. Facilitate relevant discussions within the outlet owners/managers in relation to the performance of the tobacco category and propose initiatives that could/should be actioned to drive growth.
• Product visibility: Ensure that all BATSA touchpoint materials are refreshed according to retail contracts, cycle, and shopper campaign plans though merchandisers where applicable, through Retailers and kiosk staff as well as by self. In addition, implement and maintain planograms in accordance with execution guidelines.
• Product quality: Ensure that stocks are monitored and rotated at certain intervals for complying with the stocking policy of the company (FIFO - First In First Out) and returned product products collected aligned with the policy through the approval of the Regional Manager and Route to Market Manager.
• Pricing: Manage instore pricing compliance across all categories, leveraging commercial tools and programs ( B2B, Key account contracts)by ensuring that pricing is communicated in every outlet, either with a pricing poster, PI labels or DIGI 8. Negotiating for the RRSP compliancy for packs and stick pricing in outlets to ensure that our consumers get the product at the correct price.

LEADERSHIP RESULTS

• Ownership of territory performance:
• Strive for improved business performance within own territory, through understanding drivers of performance (Own and competitor) and proposing and executing initiatives to increase volume and/or share.

RELATIONSHIP RESULTS:

• Build strong internal relationships across teams and functions to ensure a close working relationship and an intimate understanding of each function’s objectives and role (e.g. Key Account Managers, Finance, Logistics Partner, Insights, B2B and Deployment Teams etc).
• Build exceptional external relationships with the trade by giving assistance and support through regular communication in order to drive customer partnerships.

ESSENTIAL EXPERIENCE, SKILLS AND KNOWLEDGE

• Tertiary qualification (preferably in Marketing), or Matric/Grade 12 qualification with previous experience as a sales representative within a FMCG environment.
• Valid Code 08 Driver’s license.
• Excellent selling, communication, and negotiation skills.
• Excellent knowledge of MS Office.
• Effective relationship building skills and openness to feedback.
• Presentation Skills.
• Territory management.
• Time management and planning.
• Product category understanding.