Manager B2B Transformation

Our client is a pioneer in the Tobacco Manufacturing Industry, with its headquarters situated in the United States. They have successfully expanded their operations to over 180 countries, representing five distinguished regional certifications, namely Europe, the Middle East, Africa, North America, and Latin America. With a workforce of more than 75,000 talented individuals worldwide, our client has truly established itself as a global leader in the industry.

What sets our client apart is their unwavering commitment to innovation and progress. They have embarked on a remarkable journey of transformation, with a resolute aim to create a smoke-free future. This ambitious endeavor has completely redefined every aspect of their business, from the production and distribution of their products, to how they interact with their customers and society as a whole.

By embracing this transformation, our client has proved to be a trailblazer in their industry, setting an example for others to follow. With their pioneering vision and steadfast determination, they are poised to create a future that is free from the harmful effects of smoking. 

Responsibilities:

Good Experience in Sales functions. Field Sales background with exposure to nationwide project execution.

• Lead in-depth trade segmentation analysis across regions to identify and understand existing distribution channels, specifically wholesale-retail dynamics, to map out trade needs and create various models of Appwards Kasosyo that will be sustainable across the different business environment.

•  Lead gap analysis on current distribution model per sales office that currently only yields approximately 20% coverage versus total cigarette selling universe, and map out a detailed plan to reach more than 50%. 
• This includes Trade Census analysis, route prioritization and management of Field Sales, and Salesman compensation restructuring to promote a mindset that prioritizes coverage expansion

• Review business models, financial structures, and contracts that will entice our trade partners to move into the new business models while growing the business with PMFTC and work with Supervisor B2B Transformation to develop necessary insighting tools for effective data gathering and analysis

• Closely collaborate with Manager Transformation Programs Business Development to ensure every step of the project aligns with long-range plans and nationwide roll-out strategy, generating insights from learnings and sharing test results to enable high-quality decision-making on the project expansion

• Ensure full communication and alignment with critical stakeholders in Field Sales (Area Sales Heads, Sales Managers, and Sales Supervisors) to ensure that the project remains a key priority, while balancing their key Sales objectives

•  Perform regular visits to wholesalers and retailers to enhance knowledge and understanding of trade needs and dynamics, in order to improve execution in every stage of the roll-out

Requirements:

• Minimum 5 years’ experience in Sales functions. Field Sales background with exposure to nationwide project execution is preferred.

Skills :

•  Multiple distribution model knowledge
• Commercial program creation and execution
• Wholesale and Retail operations knowledge
• Experience in working with various roles in Field Sales
• Experience in projects that require nationwide roll-outs