British American Tobacco (www.bat.com) is a market leading, global organisation with a long, established history and a bright and dynamic future.
Thanks to our people we have continued to deliver growth and exceed expectations in an increasingly complex and challenging marketplace.
Our aim is to become the leading tobacco company in each of our markets by providing excellent products with confidence and responsibility expected of global consumer brands.
Lead and manage effective and efficient implementation of all national and local marketing and promotional programmes, distribution plans, field force development, merchandising, trade relationship improvement and consumer engagement activities in the territory to ensure brand availability, visibility, cycle communications, image enhancement, trial generation, active trade support etc.
that would ultimately result in achievement of brand, volume and profit objectives of the area.
Principal Accountabilities :
Operational / Business Accountabilities :
Achieve territory level sales, market share and availability targets.
Meaningful Trade marketing calls in designated territory through effective monitoring of brands in outlets.
Execution of national brand cycles
Planning and execution of territory business plans aligned with Area / Regional plans.
Execute Brand & Trade Marketing Activities according to priorities, agreed timelines and internal policy at store level
Maintain efficiency and accuracy in management of own and competition information from the market to facilitate timely communication
Keep track of the company merchandising and consumer engagement resources
Monitor compliance of distributor’s operations against standards set in distribution manual(DMM) and Distribution business plan
Ensure regular reports from the distribution house (sales report, stock orders etc) are sent accurately and on time
Ensure smooth cycle execution by 3rd party resources (SPs and BAs)
Establish strong relationship with the trade members giving special attention to the preferred groups i.e. Loyalty outlets, local Trade Unions and other top end / priority outlets to get meaningful insight from the market
Build effective working relationship with the distributors to bring about positive shifts in the business through people and process improvements
Seek opportunities for personal growth and development
Offer coaching support to team members (i.e SPs, DRs, FSOs)
Support effective team-working in the territory and at area level
Build a strong team for effective cycle execution.
Knowledge, Skills & Experience :
The job requires a sound educational background (fresh graduates / preferably business graduates)
Fresh graduates or individuals with 1 year functional experience in distribution & sales
Functional Knowledge & Skills :
Interpersonal Skills :
Motivating, coaching and developing field force
Developing and maintaining relationships with customers, external suppliers and commercial partners
Negotiation and influencing
Key Success Factors :
The most important metrics by which successful performance will be judged are, for respective geographic area :
Product availability / distribution targets
Timely implementation of trade / brand programmes in POS
Service level (DFA and OTIF)
Additionally, this job holder shares accountabilities with other territories (Within the geographic area) in terms of :
Brand Portfolio financials(e.g P&L, margin)
Working Relationship (Internal and External) :
Maintain working relations with cross functional departments (CORA, LEGAL, Marketing Finance and Indirect Procurement) for smooth business operations.
Maintain cordial relations with all key stakeholders (VBP, retailers etc) to ensure strong and sustainable business relations
If you have the talent and motivation to help us succeed you’ll find we are equally committed to helping you reach your full potential too.
Job Segment : Merchandising, Procurement, Compliance, CSR, Marketing, Retail, Operations, Legal, Management