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**Title: Territory Development Leader - Legazpi**:
Job ID: 96843
Country: Philippines
Professional area: Sales
Contract type: Permanent
Professional level: Experienced
Location: Legazpi, 00, PH, 4500
At JTI we celebrate differences, and everyone truly belongs. **46,000 people from all over the world** are continuously building their unique success story with us. **83% of employees feel happy** working at JTI.
To make a difference with us, all you need to do is bring your **human best.**
Application Duration:_This job posting will remain open until the vacancy is filled._
TA POC: Talent Attraction Expert
**What this role is about**:
The position purpose is to develop the company's business in an assigned territory to ensure sustainable growth of JTI Brands' equity by implementing and executing strategies to acquire more consumers and achieve sales targets. The incumbent is accountable for leading and developing the capabilities of the team to achieve territory growth. He/She will be responsible for managing a squad consisting of several Territory Representatives and Assistant Territory Representatives (plus Sales Drivers in some squads). Works in close collaboration with Finance, P&C;, and Field Marketing in managing people, controls, implementing plans and programs, and ensuring KPI achievements.
**What you will do**:
- ** FIELD COACHING AND PEOPLE MANAGEMENT & DEVELOPMENT**
- Motivates and guides the Team by providing their individual developmental plans.
- Conducts regular field coaching and short training to enhance sales competencies of each squad member.
- Conducts one-on-one coaching and checkpoint meetings with each squad member related to territory development.
- Cascades relevant projects and directions aligned with the company's goals.
- Trains squad members on the usage of digital tools and reports.
- Develops, manages, and motivates a competent team through objective-based targets, training, regular performance feedback, and formulates potential career maps.
- Responsible for territory and field force planning & management by aligning area and territory structures, route plans, and headcount needed to achieve coverage and distribution objectives.
- Evaluates team productivity and execution excellence; identifies and recruits appropriate talent as required in conjunction with the P&C; team.
- ** SALES STRATEGY AND BUSINESS DEVELOPMENT**
- Achieves territory volume, brand/sku, and coverage KPIs.
- Achieves target distribution objectives in the various trade segments.
- Collaborates with the ASM and FM Team in terms of consumer understanding, identifying opportunities, creating sales plans, and strategies on a territory level using the JTI provided tools.
- Monitors and assesses competitor activities within the territory, market trends, and consumer behavior to initiate proactive measures and action plans to gain a competitive edge and secure JTI business.
- Ensures in-store retail/wholesale pricing is consistent with agreed pricing objectives.
- Implements trade and consumer programs.
- ** CONTROL AND COMPLIANCE**
- Monitors the team's Collection & Credit Efficiency, Quality of AR, and aging accounts.
- Conducts regular trade audits, validations, and surveys.
- Ensures accuracy of territory customer master data.
- Ensures effective and efficient handling of trade returns by making sure it falls within return policy.
- Demonstrates appropriate behaviors set out in the Code of Conduct and ensures awareness of the Code within the team by providing them with appropriate training and guidance to make the right ethical decisions aligned with the company's zero-tolerance principle.
- Initiates due process and ensures that just and fair treatment in the investigation and imposition of disciplinary actions in all administrative cases will be observed in accordance with the Code of Discipline and applicable local laws.
- Ensures that all disciplinary actions will be taken promptly, aligned with the Area Sales Managers, and in collaboration with the People and Culture - Business Partner, Branch Finance, and Security.
- ** CUSTOMER MANAGEMENT (RETAILER AND WHOLESALER)**
- Conducts regular visits and builds relationships with key wholesalers and retailers.
- Assesses growth opportunities and creates action plans to develop the business.
- Manages accounts’ business performance: achievement of targets, managed ARs, daily fieldwork routine, and call procedures.
- Reviews stores’ historical sales performance and future plans to ensure that assigned call frequencies are consistent with the stores’ requirements.
- Negotiates optimum terms and conditions with accounts in order to deliver profitable business returns.
- Provides timely updates on requests and the status of complaints.
- ** ADMINISTRATIVE WORK**
- Prepares reports, analysis, and other administrative tasks to further align the team on the current activities and directions.
- Conducts meetings, ca