Trade Development Representative (Cape Flats Area)
Job details
Philip Morris International Inc (PMI) is the leading international tobacco company, with six of the world's top 15 brands including the number one cigarette brand worldwide. PMI's products are sold in more than 180 markets. We are here to give you a view #insidePMI. We are not here to promote our brands/products. By using our LinkedIn page, you agree to comply with our rules of engagement, which you can read by visiting As a company, our aim is to meet the expectations of adult smokers by offering innovative tobacco products of the highest quality available in their preferred price category, while generating superior returns for our shareholders. We operate with integrity, and are focused on responsibly delivering long-term, sustainable growth. We aim to reduce the harm caused from smoking by supporting effective evidence-based regulation of tobacco products and through our deep investment in developing and assessing products with the potential to reduce the risk of tobacco-related disease. Our priority is to attract, support and keep with us diverse and unique individuals. Our global workforce of more than 82,000 people is one of our greatest strengths and the key to our success as a company. Our employees speak more than 80 languages and come from all corners of the world. PMI has been certified as a "Top Employer in Europe" for four consecutive years and for the first time in the Middle East and Africa, in recognition of the high standards of excellence in our working environment and the exceptional development opportunities we offer. If you come into our offices or meet our people, you will quickly realize that at PMI everyone has the opportunity to make a difference and build phenomenal careers. With more than 1000 cross-functional moves a year, the opportunities for adventure are endless.YOUR 'DAY TO DAY'
Trade Management
Balanced management of CSU (30% physical/50% hybrid/20% remote) to ensure sufficient coverage across the universe
Maintain digital engagement rate in Remote Base, leveraging on Back Office call center and digital calling to maintain PMI performance
With the support of call center Back-office Executives (BOE), lead the call frequency in the Hybrid CSU linked to the execution of commercial initiatives and exceptional requirements, ensuring appropriate number of physical visits based on customer and business need
Lead the level of influence to ensure RRP education, the frequent generation of leads, B2C activations and uptake of device sales through engagement with store owners, managers and cashiers
Physical Universe
Manage the segmentation of the universe to forecast coverage frequency, primary and secondary brand staging and POSM investment
Drive brand acceleration and growth by ensuring cycle implementation and relevant brand staging to support brand growth and negotiation of opportunities for staging and / or other brand support
Continuously educate, assess level of understanding (through, but not limited to, critical metric) and re-educate owners, managers, and kiosk staff to close gaps in RRP understanding to get results
Deliver on PMSA segmentation strategy by ensuring relevant PM portfolio is in stock and available with due regard to the store legal aged consumers profiles
Where required, set and host Retail Activations with relevant retail stores to build awareness and trial of RRP category within the territory
Establish and negotiate a relevant base of SMP venues which are RRP friendly
Where possible, set and host SMP activations to build awareness and trial within the territory
Assess stores' ability to move into Digital Base (retailer capability, current route to market and current task completion) and facilitate / support the transition while maintaining the right level of support
Track and report on sales cycle implementation results, using available system tools to set objectives and measure performance.
Digital Universe
Schedule physical and virtual visits to Digital Stores based on segmentation and needs (handle physical frequency)
Complete physical visits to Digital CSU as required in real time and as advised by back office to resolve issues
Ongoing Business Development and strategic analysis of digital base ensuring growth in numeric distribution and achievement of business targets and objectives.
Work with collaborators to ensure Digital Trade Engagement (DTE) response and success rates are in line with the business objectives
Based on the score results, assess the level of understanding of Digital Stores and work with the DTE team to implement strategies to close the gaps.
Third Party Management
Management of third party to ensure service delivery in accordance with PM business targets and objectives
Manage 3rd party Field Managers and ensure adherence and understanding of cycle requirements and levels of execution
Together with the BOE's, ensure 100% coverage of KA stores covered by 3rd parties where required work with BOE's to check temporary point of sales material compliance by cycle
Assess performance through available reports and make recommendations to improve IMS performance in store
Sales Information
Ensure accurate capturing of information on field force tracking tools
Analyze data on tracking tools and sales cycle results, identify improvement opportunities, develop, and complete appropriate action plans in order to support territory objectives.
Provide regular feedback to management on market related activities and products.
Forward looking planning and forecasting using market related insights, data, and competitive information to advise strategic plans for PMSA effectiveness.
Trade Engagement and Education
Manage covered universe by handling and completing strategic trade programs within relevant cycles
Market analysis of territory segmentation to evaluate feasibility of relevant store universe
Ensure that participating stores are fully aware of and understand the trade program mechanics and compliance measures
Educating and training trade partners to effectively pass on PMSA brands' CSM to adult consumers and switch sell
Compliance & Legal Framework
Knowledge of the legal framework related to tobacco products and/or RRP's
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
Who we're looking for
Qualifications and Experience
Completed Matric
Bachelor's Degree/ Relevant Tertiary Qualification /Equivalent Work Experience
A driver's license that is valid for more than 12 months is required
Minimum 3 years of sales experience within the FMCG / Pharma sector is key
Demonstrated experience in working independently
Minimum 2 years proven experience as leader/manager of a process and/or people
Experience using digital tools (POS, sales mobile application)
Experience using MS Office (Word, Excel, PowerPoint, Outlook)
Strong English Language proficiency
Skills & Knowledge
Ability to multi-task and deliver on multiple key topics
Resolving conflicts/Problem-solving skills
Strong level of Numeracy and analytical ability and financial literacy
Competencies
Logic and Problem Solving
Critical thinking
Sales and Commercial Knowledge
Sales Territory Management
Business Sense
Ability to sell ideas/ influence/ negotiate
Building trust and accountability with diverse partners
Planning and delivering results
Learning orientation
Decision Making under Pressure and taking ownership of decisions
Ability to mentor and develop others
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