Trade Development Executive- West Coast

Philip Morris International; Wes-Kaap; Hybrid; ZAR 600,000 - 900,000; Full time

Job summary

Philip Morris International is seeking a Sales/Trade Management professional in the Western Cape. The role focuses on omni-channel engagement, CSU coverage, and digital store strategies to drive RRP education and device sales.

You’ll work across physical visits, hybrid/remote activities, and lead initiatives with store owners and managers. The position requires a Bachelor’s degree or equivalent, strong English, numeracy and the ability to multi-task in a fast-changing environment.

Qualifications

• Bachelor’s degree or equivalent work experience in a relevant field.
• Completed Matric is required and essential.
• Strong English, numeracy and analytical capabilities.
• Experience with digital tools (POS and sales apps) and MS Office.
• Ability to work across physical, hybrid and remote working environments.

Responsibilities

• Trade management across CSU with a mix of physical, hybrid and remote engagement.
• Lead calls, manage store visits and drive RRP education with retail staff.
• Forecast coverage frequency and POSM investment, analyze territory data.
• Develop digital store engagement and track sales cycle results.
• Collaborate with third party field managers to ensure KPI delivery.

Skills

Strong English language proficiency

MS Office

POS/digital tools

Ability to multi-task

Analytical ability / financial acumen

Education

Bachelor’s degree or equivalent

Completed Matric

Tools

POS systems

Sales mobile apps

MS Office

Job description

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose – to deliver a smoke-free future.

Huge opportunity comes with enormous change. Therefore, wherever you join us, you'll have the flexibility to imagine and present better, brighter ideas as well as the opportunity to further your career in an infinite number of ways. Sales and Marketing at PMI feels like building a new business – but with the accumulated expertise of a global brand behind you. Bring us your curiosity and capacity to engage people and you can be part of the digital, onmi-channel team that’s driving our huge commercial transformation.

If you’re a forecaster and forward-thinker, you can make a huge impact, creating sales strategies across all markets. But, here, your innovation will do more than just improving sales. You’re not persuading someone to savings account or try a new drinks brand.

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 Are Looking For

• 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
• Extensive knowledge of the West Coast areas is essential. Prior experience working within these areas is a requirement.
• 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 applications)
• 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

Key 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

What We Offer

• Seize the freedom to define your future and ours. We’ll empower you to take risks, experiment and explore.
• Be part of an inclusive, diverse culture, where everyone’s contribution is respected; collaborate with some of the world’s best people and feel like you belong.
• Pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress.
• Take pride in delivering our promise to society: to deliver a smoke-free future.

PMI is an equal opportunities employer. We encourage applications from all members of society irrespective of age, race, disability, sexual orientation, gender identity or expression, ancestry, religion or belief, or any other characteristic protected by applicable laws, regulations, and ordinances.e.

PMI is strongly committed to diversity within its community and especially welcomes applications from South African citizens who are members of designated groups who may contribute to Employment Equity within the workplace and the further diversification of ideas. In this regard, the relevant laws and principles associated with Employment Equity will be considered when appointing potential candidate