Senior Area Sales Manager

- Sales & Distribution Strategy
• Set numeric & weighted distribution with JTI's growth objectives through joint business plan with distributor partner
• Identify, review and escalate gaps by analyzing retail audits/ opportunities vs sell-in data, then align with distributor partners.
• Weekly stock ordering / days of inventory management
• Achieve targets by monitoring distributor performance
- Availability & Visibility Governance
• Monitor stock health; intervene if low-availability at intermediaries/outlets level.
• Define compliance standards for in-store execution (e.g., mandatory eye-level placement, planogram adherence).
• Allocate POSM/merchandising budgets based on territory potential
• Perform audit to verify execution quality.
- Oversee Coverage Efficiency
• Validate outlet prioritization logic (e.g., heat maps, importance models) for field teams.
• Track distributor route compliance via GPS/dashboard tools; address deviations in joint reviews.
• Approve coverage model changes (e.g., visitation frequency shifts for strategic outlets).
- Consumer & Trade Activation Stewardship
• Lead quarterly alignment sessions with marketing to define/ refine activation based on insights.
• Finalize activation plans & budget, ensuring alignment with brand objectives and SOM targets.
• Measure ROI of initiatives (e.g., sales lift, redemption rates) and share cross-market best practices.
• Approve KPI frameworks for distributor partners (e.g., Participating outlet = 80%).
- Performance Influence & Distributor Management
• Coach DS team under his/her care on influence tactics for indirect impact (e.g., negotiation, data-driven persuasion).
• Conduct quarterly business reviews (QBRs) with distributor leadership to drive accountability.
• Resolve critical conflicts (e.g., resource allocation disputes, agreement breaches).