Territory Development Leader - Iloilo

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Learn more: jti.com Reporting to: Area Sales Manager

Location: Iloilo

Department: Sales

Application Duration: The advertisement will remain open until the vacancy is filled.


Territory Development Leader As the Territory Development Leader in the area of Sales, you will: Develop company's business on an assigned territory to ensure sustainable growth of JTI Brands' equity by implementing and executing strategies to acquire more consumers and achieve sales targets. The incumbent is accountable in leading and developing the capabilities of the team to achieve territory growth. He/She is responsible for managing a squad consisting of several Territory Representatives and Assistant Territory Representatives (plus Sales Drivers in some squads). Works in close collaboration with Finance, P&C and Field Marketing in managing people, controls, implementing plans and programs and ensuring KPI achievements.
Field Coaching and People Management & Development: Motivates and guides the Team by providing their individual developmental plans. Conducts regular field coaching and short trainings to enhance sales competencies of each squad member. Conducts one-on-one coaching and checkpoint meetings to each squad member related to territory development. Cascades relevant projects and directions aligned with the company's goals. Trains squad members on the usage of digital tools and reports. Develops, manages and motivates a competent team through objective-based targets, training, regular performance feedbacks, formulates potential career maps. Responsible for territory and field force planning & management by aligning area and territory structures, route plans and headcount needed to achieve coverage and distribution objectives. Evaluates team productivity and execution excellence. Identifies and recruits appropriate talent as required in conjunction with P&C team.
Sales Strategy and Business Development: Achieves territory volume, brand/sku, and coverage KPIs. Achieves target distribution objectives in the various trade segments. Collaborates with the ASM and FM Team in terms of consumer understanding, identifying opportunities, creating sales plans and strategies on a territory level using the JTI provided tools. Drives a consumer-centric approach to each squad member by applying consumer acquisition enablers in collaboration with FM and SI/Bi and other related departments. Monitors and assesses competitor activities within the territory, market trends, and consumer behavior to initiate proactive measures and action plans to gain a competitive edge and secure JTI business. Ensures in-store retail/wholesale pricing is consistent with agreed pricing objectives. Implements trade and consumer programs.
Control and Compliance: Monitors the team's Collection & Credit Efficiency, Quality of AR, and aging accounts. Conducts regular trade audits, validation, and surveys. Ensures accuracy of territory customer master data. Ensures effective and efficient handling of trade returns by making sure it falls within return policy. Demonstrates appropriate behaviors set out in the Code of Conduct and ensures awareness of the Code within the team by providing them the appropriate training and guidance to make the right ethical decisions aligned with the company's zero tolerance principle. Initiates due process and ensures that a just and fair treatment in the investigation and imposition of disciplinary actions in all administrative cases will be observed in accordance with the Code of Discipline and applicable local laws. Ensures that all disciplinary actions will be taken promptly, aligned with the Area Sales Managers and in collaboration with the People and Culture - Business Partner, Branch Finance and Security.
Customer Management (Retailer and Wholesaler): Conducts regular visits and builds relationships with key wholesalers and retailers. Assesses growth opportunities and creates action plans to develop the business. Manages accounts' business performance: achievement of targets, managed ARs, daily fieldwork routine, and call procedures. Reviews stores' historical sales performance and future plans to ensure that assigned call frequencies are consistent with the stores' requirements. Negotiates optimum terms and conditions with accounts in order to deliver profitable business returns. Provides timely updates on requests, and status of complaints.
Administrative work: Prepares reports, analysis, and other administrative tasks to further align the team on the current activities and directions. Conducts meetings, cascades, and discussions to update the team and encourage best practice sharing. Monitors and controls allocated budgets, POS materials, and cycle materials. Ensures proper management, monitoring, and maintenance of assigned company assets.
Sales Information Management: Maintains trade census data, ensures data integrity, compliance to JTI sales and information system, and initiates market information collection. Provides timely feedback to HQ. Ensures full report compliance & accuracy of data input.
Requirements: University / College degree or equivalent preferred but not essential based on experience. 2 years of relevant field sales, distribution, trade marketing experience. Fluent Tagalog (local dialect is a plus, depending on territory assignment). Intermediate English. Functional Skills: Proven people management skills. Experienced coach/mentor. Understand local sales operation and distribution business. Ability to analyze business situations on the ground and propose improvements. High sense of ownership, accountability and entrepreneurial skills. Adaptable, flexible and open to change. Strong analytical skills and critical thinking. Basic knowledge in MS Office applications. Good understanding of digital tools. Outspoken / Ability to generate and share ideas. Strong understanding of control and compliance in Sales Operations. Good driving skills (With valid professional driver's license min RC: 2). This job announcement has been prepared following the latest Global mobility policies.


Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps: After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with TA > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.


At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. We are committed to providing reasonable adjustments to applicants with special needs. If you require any accommodations, please let the Talent Advisor know during the selection process.



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