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We are British American Tobacco, a truly global company with a highly successful past and an exciting future ahead. As one of the leading tobacco and nicotine companies across the globe, we are always looking to offer our consumers new products, choices and advanced technologies. Thats why weve continuously expanded our product portfolio, explored new ave...
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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.
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ROLE POSITIONING AND OBJECTIVES
The purpose of this role is to lead the efficient operational management of the SA/BLNE Trade commercial team, enabling capabilities for growth. The role ensures a strong voice for the Field force into Deployment planning and reviews.
WHAT YOU WILL BE ACCOUNTABLE FOR
- Implement RTM agreed strategy aligned with KPI’s
- Provide Head of Commercial with sales performance and KPI’s review, identifying opportunities for improvement.
- Manage operational approvals and implementation of B2B program, through agreed performance targets and incentives
- To lead the effectiveness of operational capabilities to enable growth through call center and FF incentives.
- To ensure optimal fleet resource to enable FF duties to be fulfilled as per route planning.
- To contribute actionable insights into the deployment plans and reviews.
- Oversee trade system capabilities respond to evolving business requirements
KEY STAKEHOLDERS
- Category team (Combustibles, Vapor and Modern Oral)
- Insights & Foresights team
- Consumer Experience team
- Planning team
- Deployment team
- Commercial team & FF
- Finance team
ESSENTIAL EXPERIENCE, SKILLS AND KNOWLEDGE
- >3 year Marketing degree / diploma
- 8+ experience in leading CPG company in Trade role
- Working understanding of Brand and Trade campaigns
- In depth understanding of Route to Market and associated key performance indicators
- Demonstrated ability to analyse sales data and provide strong recommendations for
- improvement.
- Broad overall business awareness and understanding of inter-relationship between functions.
- Excellent communication, storytelling and facilitation skills
- Strong interpersonal skills
- Strong commercial understanding
- Solid track record of leading teams to deliver business results.
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WHAT YOU WILL BE ACCOUNTABLE FOR
- Management of external stakeholder relationships, including South African Reserve Bank, Banking Partners, Statistics SA and external auditors
- Review and hygiene of the balance sheet including management of the global open items KPI and bank clearing process.
- Preparation of the Annual Financial Statements and assisting with the group and statutory audit
- Processing of monthly financial accounting entries, including key accounting standard entries relating to IFRS 16, IFRS 2 and IAS 19
- Creation of fixed assets and maintenance of asset register for Corporate Functions
- Operator of monthly SoX controls in the Record to Reporting stream
- Management of the biannual royalty payment process
- Preparation of external reporting packs for statistics purposes
- Preparation of monthly cashflow forecast for intercompany related payments.
- Management of non-trade debtors, intercompany debtors and presentation to National Credit Committee
- Assisting with adhoc global projects and master data user maintenance
ESSENTIAL EXPERIENCE, SKILLS, AND KNOWLEDGE
- Bachelor of Commerce in Financial Accounting/Reporting.
- Minimum 2 to 3 years’ experience in a corporate accounting environment
- Strong IT skills (required to be capable in working on Accounting software (preferably SAP Financial Modules, Advanced MS Excel),
- The complexity requires an individual with proven potential, and strong management and interpersonal skills.
- Effective leader of new initiatives
- Excellent communication and motivator of change.
- Proactive, persuasive and creative
- Able to demonstrate the need for, and ensure implementation of, appropriate systems, controls and processes.
- Interpersonal skills and communicational ones
- Able to handle large volumes of information and present it in an accurate and relevant format.
- Able to be agile and adaptable to a changing environment
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ROLE POSITIONING AND OBJECTIVES
Lead, Manage & Control BAT in a market(s) with the view and purpose in mind to achieve the company vision & to deliver the business objectives agreed to within the area. The mission is to achieve growth in the market by developing a fit for purpose team passionately focused on building a responsible consumer-oriented company.
WHAT YOU WILL BE ACCOUNTABLE FOR
- Meet stated company objectives with specific responsibility for growing volume and value share, achieving profitability targets and managing consumer price levels.
- Develop and manage a Trade Marketing Team and supporting the organization in delivering best practice trade marketing execution to all channels.
- Represent BAT in all relevant trade associations and government forums.
- Provide input to the Business Unit strategy and prepare short term and long-term business plans and budgets.
- Lead the development of best practice key account management across the market.
- Ensure all activities, communication and practices are in adherence to BATs stated policies and guidelines.
- Manage the efficient administration, throughout the BAT structure, of all BAT financial and other assets.
- To train and develop personnel to the highest FMCG standards utilizing relevant BAT training packages as the foundation for this development.
- To install a coaching culture throughout the operation to deliver on the job enhancement to BAT’s standard training packages.
- To ensure that BAT complies with company law and compliance with various corporate governance codes.
ESSENTIAL EXPERIENCE, SKILLS AND KNOWLEDGE
- Fluency in English (spoken and written)
- 2–3-year experience in similar role
- Project Management experience
- Clear understanding and ability to implement BAT’s Trade Marketing practices.
- Strong negotiating skills.
- An in-depth understanding of Consumer Marketing.
- A basic understanding of primary and secondary production processes.
- Experience and knowledge of supply chain logistics and management.
- Previous experience with overseeing Finance activities in a country or Functional Business Unit
- Strong analytical and commercial skills.
- Leadership and team management skills.
- Strong communication skills.
- Bachelor’s Degree in management or similar areas.
- Experience with managing Key Accounts & Strong Relationship Building
- Experience working in a matrixed organization
Method of Application
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