Area Activation Manager

Philip Morris International; Greater London; On-site; GBP 50,000 - 70,000; Full time

Job summary

A leading global tobacco company is seeking an Area Activation Manager in Central London. The ideal candidate will lead and develop a high-performing team of Territory Sales Executives, ensuring alignment with business goals and fostering a motivational environment. Responsibilities include strategic planning, team engagement, performance management, and executing area growth strategies. Candidates should have significant experience in sales or territory management within the FMCG industry, along with strong leadership and analytical skills. A Bachelor's degree in Business or Marketing is preferred.

Qualifications

• 5+ years of experience in sales, field activation, or territory management in the FMCG industry.
• Experience in team leadership, people‑related processes and business development.

Responsibilities

• Coach and develop the team through on-the-job training.
• Drive strategic and forward planning to prioritize time using data insights.
• Design and execute area growth strategies based on business metrics.
• Monitor and review individual and team performance regularly.

Skills

Strong analytical and strategic planning capabilities

Proficiency in data interpretation and performance metrics

Excellent communication and delegation skills

Experience in territory and stakeholder management

Familiarity with customer experience (CX) frameworks

Ability to inspire, motivate and develop high‑performing teams

Strong decision‑making and problem‑solving abilities

Collaborative mindset with cross‑functional coordination skills

Education

Bachelor's degree in Business or Marketing

Tools

CRM systems and sales analytics tools (e.g., PowerBi)

Microsoft Office Suite (Excel, PowerPoint, Word)

Digital communication platforms (e.g., Teams)

Job description

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Area Activation Manager - Central London

Job Purpose

This job description outlines the core responsibilities of the Area Activation Manager (AAM) role at PML. It is intended as a guide and may evolve over time to reflect changing business needs. It does not represent an exhaustive list of duties.

The Area Activation Manager (AAM) is a strategic leader responsible for managing and developing a high-performing team of Territory Sales Executives (TSEs). This role ensures the delivery of clear, actionable strategies aligned with business goals, while fostering a culture of engagement, motivation, and continuous improvement. The AAM is accountable for day-to-day people management responsibilities, setting direction, regularly reviewing team performance, conducting audits, and implementing learning interventions where needed. A key part of the role is to support the professional growth and development of each team member, ensuring they are equipped and empowered to deliver exceptional commercial results. The AAM ensures that Territory Sales Executives (TSEs) are empowered, aligned, and equipped to deliver exceptional sales results in a dynamic FMCG environment.

Responsibilities

Leadership and Team Management

• Coach and develop the team through on-the-job training in field to ensure that both personal and business objectives are met through dedicated support.
• Proactively drive team engagement and drive culture through team regular team engagement practices. Ensure clear action plans and follow ups are set up following annual engagement survey.
• Ensure area territory plans are aligned with business strategy and growth plans.
• Regularly ensure audits are taking place for each TSE in your area is audited on average 4 times a quarter.
• Regularly review ongoing quality acquisition audits to drive behaviour and activity aligned with compliance and focussed on sustainable growth.
• Lead, inspire, and coach a team of TSE's, fostering a high-performance culture built on motivation, accountability, and collaboration.
• Provide a clear strategic direction and quarterly plans aligned with business objectives, ensuring each team member understands their role in delivering success.
• Conduct regular team meetings and one-to-ones to maintain engagement, share updates, and address challenges proactively.
• Ensure clear quarterly strategy and plans supplemented with regular performance and KPI reviews.
• Ensure all people-related decisions are made with transparency, fairness, and in alignment with our DNA values. This includes managing sickness absence, performance, and wellbeing, with full accountability for completing and submitting all required documentation accurately and on time.

Performance Management and Auditing

• Monitor and review individual and team performance regularly, using data insights to identify trends, gaps, and opportunities.
• Conduct structured audits (3-5 per team member per quarter) to assess compliance, quality of execution, and adherence to standards.
• Implement corrective actions and learning interventions where needed, ensuring continuous improvement and sustainable growth.

Coaching & Development

• Establish development standards and service excellence using CX principles.
• Support the professional growth of each team member through tailored development plans, regular coaching, and feedback.
• Recognize and nurture talent, preparing team members for future leadership roles. Apply coaching techniques such as:
• Micro‑coaching
• GROW model (Goal, Reality, Options, Will)
• Effective questioning
• Motivational strategies
• Data‑driven coaching
• Regular transparent and constructive two way feedback

Communication & Information Management

• Identify and utilize appropriate communication channels between HO and team ensuring clear and regular communication.
• Ensure timely, accurate dissemination of information to stakeholders and team.
• Maintain clear, timely, and transparent communication between the team, regional leadership, and head office.
• Share regular updates on performance, progress, and key initiatives with the Regional Activation Manager (RAM).
• Ensure accurate and timely reporting of activities, insights, and outcomes. Prepare and present reports regularly on activation activities and outcomes.
• Share regular progress and communication with your RAM.

Strategic Territory Management

• Provide clear business context and create consistent ways of working across team and region, with guidance from RAM.
• Drive strategic and forward planning to prioritize time using data insights.
• Coordinate with stakeholders to shape future business strategies.
• Build and lead a highly organized, skilled, and strategic team.
• Build relationships with key retailers to build strong growth focussed opportunities are realised

New Business Development

• Design and execute through team area growth strategies based on business metrics.
• Develop partnerships across a multi-category portfolio.
• Define account selection criteria aligned with growth objectives.
• Ensure customer‑centricity by evaluating territory demographics.
• Manage stakeholder expectations through robust communication.

Required Skills & Competencies

Technical & Functional Skills

• Strong analytical and strategic planning capabilities
• Proficiency in data interpretation and performance metrics
• Excellent communication and delegation skills
• Experience in territory and stakeholder management
• Familiarity with customer experience (CX) frameworks

Leadership and Interpersonal Skills

• Ability to inspire, motivate and develop high‑performing teams
• Strong decision‑making and problem‑solving abilities
• Experienced in leading diverse teams, providing coaching and feedback, managing performance and fostering a collaborative work environment
• Collaborative mindset with cross‑functional coordination skills

Tools and Technology

• CRM systems and sales analytics tools (e.g., PowerBi)
• Microsoft Office Suite (Excel, PowerPoint, Word)
• Digital communication platforms (e.g., Teams)

Qualifications & Experience

• Bachelor's degree in Business or Marketing (desired)
• 5+ years of experience in sales, field activation, or territory management FMCG industry experience
• Experience in team leadership, people‑related processes and business development