Commercial Area Manager

  • Nom de l'entrprise British American Tobacco Algérie
  • Secteur d'activité Services
  • Date d'expiration 24 Novembre
  • Nombre de postes 01 poste ouvert
  • Niveau de poste Confirmé / Expérimenté
  • Niveau d'étude (diplome) Licence (LMD), Bac + 3| Master 1, Licence Bac + 4| Master 2, Ingéniorat, Bac + 5
  • Type de contrat CDI

British American Tobacco currently has an exciting new opportunity for a Channel Development Executive, to be based in our Sudan office on a permanent basis. 

Business Results 

The Area Manager will have the following Principal Accountabilities: 

  • Implement an area Trade Marketing & Distribution plan which meets the regional objectives in line with the Trade Marketing & Distribution strategy.
  • Ensure that objectives in terms of availability, visibility, volume, market share, quality (e.g. RQI) and customer price of products are achieved for the area.
  • Provide trade marketing competitor activity reports to ensure that the Management team are fully informed at all times.
  • Provide accurate day to day forecasting to manage the supply of stock to local distributor warehouses to ensure optimal stock availability to meet demand and maximize freshness of product at the point of sale.
  • Manage Distributors in order to maximize volume, visibility, and in store presence within agreed budgets.
  • Track and evaluate the performance of the Trade Marketing & Distribution team.
  • Manage the implementation of the agreed action plans following Distribution gap analysis
  • Implementation and evaluation of the cycle plan objectives. 

Leadership Results 

  • Manage an efficient & effective trade marketing and distribution team through on-the-job training,
  • motivation, and coaching. 
  • Keep all direct reports and TM&D staff fully informed at all times of directions and objectives.
  • Put in place future action plans for TM&D staff by ensuring that regular meetings and effective ways of communication are in place.
  • Create an environment where people are involved, challenged, motivated to learn from mistakes, and open to adapt to changes that develop the skills.
  • Ensure that area team and trade partners are well-trained and aligned with BAT’s Corporate Marketing Standards and well trained on BAT systems.
  • Manage an efficient and effective area team through on-job training, motivation, coaching and staff development in order to deliver brand and trade programs that are superior to the competition, and can deliver against the Trade Strategy.
  • Ensure that regional teams comply with the Occupational Safety and Health Act. 

Relationship Results 

  • Leverage network with other Area Managers and Brand Executives / Manager to share knowledge and maximise synergies.
  • Maintain productive distributor relationships at regional level in order to ensure that availability is maximized in line with the needs of the market by trade channel and outlet type.
  • Drive the establishment of close working relationships with the trade in order to gain their active support to achieve the competitive edge in the market 

Management Results 

  • Manage the distribution of company brands through productive distributor relationships at branch level in order to ensure that availability is maximized in the trade.
  • Meet availability, visibility, volume, quality, and customer price targets within respective area.
  • Provide trade marketing information and reports on performance to ensure that the Trade Marketing & Distribution team are fully informed at all times.
  • Manage the regional forecasts to ensure optimal stock is available to meet demand and maximize freshness of product at the point of sale.
  • Implement trading terms and conditions policy across the strategic channels to enhance brands volume and profitability within company objectives.
  • Manage Distributors/ key customers (Whole salers) through the development and implementation of account strategies and plans in order to maximize volume and in store presence within agreed budgets.
  • Implement an investment approach as outlined in the strategy & operational plan in order to achieve maximum in store visibility and awareness for our drive brands.
  • Ensure that branch offices, company assets, and other trade marketing resources are secure and used in the most effective and efficient manner possible. 

Innovation Results 

  • Develop and Upgrade the best tools and processes to optimize operational efficiency at all levels by driving new ways to add value to the business.
  • Drive an ongoing upgrade of the implementation of the TM&D strategy and plans in order to improve and achieve competitive advantage.

Internal 

  • The principal focus will be on the establishment of a close working relationship with the Trade Marketing
  • team who are responsible for business within the area.
  • Provide insight on area’s characteristics to Key Account Manager, Business Development Manager and Brand Manager to develop appropriate programs for the area 

External 

  • Develop and manage business relationship with local trade partners within the area 

Functional Knowledge 

  • Trade marketing
  • Customer engagement
  • Account management
  • Field operations 

Managerial & Interpersonal Skills 

  • Motivating, coaching and developing people
  • Developing and maintaining relationships with customers, external suppliers and commercial partners
  • Selling
  • Negotiation and influencing 

Experience 

  • A graduate with approximately 3-4 years experience with at least 1 year of experience in a FMCG company preferably a multinational that has a Trade Marketing approach 

KEY SUCCESS FACTORS 

The most important metrics by which successful performance will be judged are: 

  • Sales volume
  • Market share
  • Brand portfolio financials (e.g. P&L, margin)
  • Achievement of area volume targets
  • Achievement of area distribution targets
  • No OOS or overstocking in distributor warehouses through accurate forecasting of market demand
  • Effective implementation & evaluation of Cycle objectives
  • Ensure Share of voice ahead of market share through effective and evaluated implementation of investment budgets
  • Development of Key Customer and Distributor relationships
  • Improve competency of Trade Marketing team
  • Develop a TMR to AM level
  • Bachelor degree,
  • Minimum 3-4 years of experience in commercial field and in management,
  • At least 1 year of experience in FMCG industry
  • Native Arabic, Advanced level of French and Intermediate level of English
  • Management Experience
  • Nom de l'entrprise British American Tobacco Algérie
  • Secteur d'activité Services
  • Date d'expiration 24 Novembre
  • Nombre de postes 01 poste ouvert
  • Niveau de poste Confirmé / Expérimenté
  • Niveau d'étude (diplome) Licence (LMD), Bac + 3| Master 1, Licence Bac + 4| Master 2, Ingéniorat, Bac + 5
  • Type de contrat CDI