Sales Representative

JTI (Japan Tobacco International)

Job ID:  96643

Country:  Tanzania

City:  Dar es Salaam

Professional area:  Sales

Contract type:  Permanent

Professional level:  Experienced

Location:  

Dar es Salaam, 02, TZ, 40114

Sales Representative Job Description

Position Identification
Position Label : Sales Representative Location : Kigoma
Function : Sales Work Group (estimate) : 4
Supervisor Position : Field Sales Manager
POSITION PURPOSE
 Increase the sales and distribution of products commercialized by TCC across the appointed Wholesalers in the assigned territory portfolio.

  1. Negotiate customer orders aiming at the realization of set sales targets (volume, availability) across the appointed Wholesalers portfolio with the objective of:
    1. developing the share of market of TCC brands
    2. reinforcing the positioning of JTI global flagship brands
  2. Guarantee the implementation of merchandising and promotional programs to achieve and maximize brand visibility at wholesale points of sale
Position Dimensions
Budget / KPIs Performance indicators

  1. Sales volume / Share of market
  2. Distribution / availability levels / OOS
  3. Stock rotation in distributor/wholesale outlets
  4. Respect of activities completion deadlines and reporting
  5. Quality of customer relationships
  6. Reactivity in the response time to identified customer needs
  7. Establish the business relationship and support the distributor development and growth
 Nr of direct & indirect reports  
Knowledge, Skills, Experience Required
Education: University Degree, or Advanced diploma in related field
Work Experience: 1 year experience in related field
Tools and equipment used Car, PC, Handheld (TME system), Excel & Word, Internet, vehicle, POSM, incentives

 

Main Areas of Responsibility:

  1. Guarantee the attainment of the sales and distribution targets across the appointed Wholesalers portfolio:
    1. Negotiate orders aiming at achieving sales and distribution targets and sufficient to avoid out of stock situations between two customer calls
    2. Deploy Trade Marketing activities in the visited wholesale outlets
    3. Establish with the visited customers a privileged relationship and a win/win partnership
    4. Convey at all times a positive and dynamic image of the company and its brands (brand ambassadorship)
    5. At the Point of Purchase (POP) use every opportunity to engage jobbers/retailers to understand and communicate with them. Understand the jobbers/retailers needs and stimulate the purchase of our products
    6. Distinguish and master all the sales channels (differentiate / segment / concentrate)
    7. Develop/maintain knowledge of the market (distributor territory coverage, illicit trade, Jobbers, …)
    8. Ensure that feedback is provided in TME system for every customer call, and exploit the collected data to increase sales & marketing efficiency in subsequent customer calls

 

  1. Management of Wholesalers in the assigned Territory:
    1. Carry out regular customer calls as per the set weekly frequency and planned daily routes, and be attentive to:
      1. Optimize time wise the planned daily routes
      2. Recall customer needs and objectives from previous visit
      3. Prepare everything needed for the day (equipment and material)
      4. Listen to customers
      5. Identify the specificities of their needs and their development perspective
      6. Anticipate customer needs and objections
      7. Sell the products or program features and benefits
      8. Guarantee product availability, optimize product presentation/promotion in the wholesale outlets, and implement an effective merchandising to increase brand and sales performance
    2. Maintain in-trade product quality and ensure adequate rotation of wholesale outlet stocks meanwhile ensuring WSH stock holding corresponds to the required minimal DIO
    3. Conduct sales, stock and cash reconciliation as instructed in the Branch Accounting Manual
    4. Deploy in the wholesale outlets the communication tools (POSM, promotions, programs) put at his disposal
    5. Verify the cleanliness of products in the stock and the cigarette display units and the POSM placed in the wholesale outlets (clean the dust if relevant)
    6. Record eventual product/service quality issues, exchange products, and report them as per the relevant procedure in place

 

  1. Commercial monitoring:
    1. Continuously maintain up to date the required customer information in TME system and systematically carry out the relevant TME system audits (availability, pricing, surveys)
    2. Ensure the surfacing of information to the Branch management in terms of development opportunities of the distribution network

 

  1. Reporting:
    1. Document in TME system precisely, rigorously, and exhaustively, the activities realized in the wholesale outlets outlets as per the Sales Cycle plan
    2. Inform his management as to the activities carried out or initiatives taken as well as competitor activities noted in the wholesale outlets. Surface pertinent information and take care in checking their foundation and accuracy

 

  1. Any other duties as may be assigned by Management

 

 

To apply for this job please visit jobs.jti.com.

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