RRP Lead Field Distributor Operations

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. 

Role:

• As Lead IQOS Field Distributor Operations, you will manage Distributor's role as IQOS Field Operations growth engine. 
• You will be responsible for managing distributor performance to drive business growth leading to achievement of sales targets and spending budget; developing trust and strong partnership; and ensuring sustainable long term growth and profitability of the distributor.

Responsibilities:

Distributor Development:

• Develop, deploy, and implement sales strategies and techniques with the distributor enabling the business to achieve its overall objectives while ensuring PMFTC distribution costs are minimized. 
• Analyze and monitor distributor profitability through relevant financial measurements, recommended improvements as applicable

Performance Management:

• Grow and expand by continuously evaluating Distributor's performance in terms of Device sales volume, Guided Trials, Lending, among other parameters, in order to ensure distributor's capability to achieve sales KPIs and to determine future development plan customized to specific distributor's needs.
• Ensure that contractual obligations are met and every opportunity for increase efficiencies/improved service parameters are realized.

Planning and Budgeting:

• Forecast and manage budget allocated for Distributor OPEX to support based on strategic objectives and in line with allocated budget to ensure efficient and effective use of PMFTC financial resources.

Third Party Manpower Management:

• In collaboration with distributor, propose and agree on optimal functional structure to support Field Operations growth aligned to the overall strategy.
• Monitor organizational effectiveness and ensure optimum allocation and use of available resources.
• Work closely with the Distributor in managing a motivated, skilled and optimally resourced team to ensure that performance levels and professional development will achieve or exceed business objectives.
• Continuously evaluate incentive scheme model/program for Distributor in order to best capture industry opportunities at distributors' coverage and to maintain the competitiveness across FMCG companies to motivate distributors to support our Field Operations.
• Continuously identify capability gaps of Distributor Sales Force and collaborate with COD to provide training and development program for both Distributor's Management (owner/manager) and Field Forces supervisors for cascading to their employees to align with standards ensuring continual improvement in capability, sales effectiveness, knowledge, customer service, performance and profitability

Internal Coordination:

• Coordinate and regularly interface with all relevant internal departments and distributor to facilitate clear communication, effective teamwork, and optimization of all allocated resources in the implementation of all field activities ensuring achievement of Field Operations strategies and objectives.

Requirements:

• 5-7 years’ experience in Sales role within a multi-national company environment
• Deep knowledge and understanding of general trade and distributor management
• Strong negotiation skills and stakeholder management
• Capable of working in a fast-paced and deadline-driven environment
• Agility in thinking, pro-activeness, and prioritization of completing deliverables are required
• Excellent organization skills
• Leadership, Business Acumen, Results Driven, Learning on the Fly, Problem Solving, Action Oriented
• You have good driving skills and you have a valid driver’s license for at least a year
• You are willing to be based anywhere in the National Capital Region (NCR)