Tobacco Category Specialist
6 days ago
About JTI Inc.
JTI Inc. is a leading international tobacco company that believes in freedom. We think that the possibilities are limitless when you're free to choose. In fact, we've spent the last 20 years innovating, creating new and better products for our consumers to choose from. It's how we've grown to be present in 130 countries.
Our Business
Our business isn't just business. Our business is our people. Their talent. Their potential. We believe when they're free to be themselves, grow, travel and develop, amazing things can happen for our business.
Our Employees
That's why our employees, from around the world, choose to be a part of JTI. It is why 83% of employees feel happy working at JTI. And why we've been awarded Global Top Employer status, nine years running.
About This Position
This role is to ensure the retailer understands the relevance of the tobacco category to their business, how it drives sales of other categories and the opportunities that tobacco offers their business.
Key Responsibilities
- Plan and execute territory objectives in relation to market priorities
- Decide where best to execute individual activities and what activities should be executed in Outlets
- Arrange appointment time with customers to ensure dedicated time for business presentations
- Use JTI customer prioritization to determine visit frequency when planning and proactively plan to have more visits with the most important customers
- Plan calls based on sales data (market and outlet) and understanding of customer needs
Strategic Insights and Business Advice
- Analyze factual data from respective territory to support local knowledge and identify opportunities for future planning
- Analyze JTI objectives performance for future planning
- Collect total category sales data and analyze competitors' performance to identify opportunities for JTI
- Monitor competitor, retailer, and all category activity (not just Tobacco category) in store
- Collect pricing information for Tobacco Category
- Provide regular updates to prioritized customers on total tobacco performance and present opportunities for future growth for both parties
- Use business information (JTI and retailer) to strengthen selling arguments
- Work with outlets advising them how to maximize the opportunity of tobacco consumers across the store
- Educate and influence outlets on the best way to manage the tobacco category
Negotiation and Selling Process (Triple Win)
- Negotiate autonomously sell-in/out contracts to the benefit of JTI in respective territory
- Reduce or reward autonomously payment to outlet based on contract compliance
- Use data to inform outlet on performance versus Contract agreements
- Check compliance standards versus contractual agreements
- Ensure recommended selling price points of JTI products are correct
- Proactively use category-based arguments to drive retailer and JTI business and satisfy the tobacco consumer
- Proactively predict, plan, and handle objections as a way to ask probing questions and build understanding to inform a better close
- Ensure the required and appropriate tobacco assortment are listed
Logistics
- Merchandise stock if required and use business tools to highlight and educate the impact to business of availability issues
- Train store staff to order stock correctly for themselves
- Influence the ordering of JTI Product
Performance
- Assess objective achievement and feed back to the business for potential improvement
- Record results versus objectives in TME or similar system
Requirements
- Experience in FMCG sales
- Proficiency in Office suite
- Advanced commercial understanding
- Advanced negotiation skills
- Advanced communication skills
- Advanced selling skills (Triple win approach)
- Advanced category management knowledge
- Advanced Analytical skills (Territory data analysis)
Benefits
Enjoy a competitive salary commensurate with the experience and responsibility requirements.
Excellent employee environment with a competitive benefits package including:
- Company Vehicle
- Annual Merit Increase
- Healthcare
- Dental + Vision
- Voluntary benefits
- Paid Time Off
- Paid family leave benefit
- 401k Plan + Company Contributions
- Life Insurance
- Disability
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