BAT is evolving at pace into a global multi-category business. Our purpose is to create A Better Tomorrow™ by Building a Smokeless World.
To achieve our ambition, we are looking for colleagues who are ready to join us on this journey! Tomorrow can’t wait, let’s shape it together!
ROLE PROFILE
JOB TITLE: Territory Manager
FUNCTION: Sales
SUB FUNCTION: Sales
CITY & COUNTRY: UK nationwide (Field Based)
ROLE SUMMARY
What are the key objectives and expectations from this role?
The Territory Manager plays a crucial role in executing brand and trade cycle plans with excellence to drive Share of Market (SOM) growth, volume, and brand activations in outlets. This position involves close engagement with retailers and staff, embodying the image, values, and culture of the company, British American Tobacco (BAT). The Territory Manager is responsible for fostering trade support and loyalty for BAT brands through effective implementation of trade and brand marketing activities. Manage relationships with key retailers and ensure targets are met.
The job holder’s role is to execute first class excellence in execution in order to achieve right distribution level, share of market and volume targets for the territory, with focus on sell out.
Core Relationships Internal – Head of IS&V, Regional Manager, Area Sales Manager, Trade Ops
External – Independents and Symbols, Wholesalers and Distributives (including C&C)
Geographic Scope UK
Travel Required 95%
ACCOUNTABILITIES
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Single ownership of newly formed geographical territory for all Independent and Symbol stores selling nicotine
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implement Trade and Brand Marketing activities and programs (Distribution, Display & Dialogue) within the assigned territory, ensuring excellence in execution.
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Adhere to cycle plan activities with a focus on distribution, display, and dialogue to drive brand growth.
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Independently plan daily/weekly/monthly cycle visits to conduct commercial visits and ensure regular coverage of the territory.
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Visibility drive – Competition visibility tracking, Identifying opportunities, negotiation to secure visibility and support or deployment of visibility plans (Backwalls, counter-top units, etc.)
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Ensure that the right level of stock for each BAT reference is available within the points of sale and that the product display is in line with company planograms and specifications.
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Manage customer orders and achieve set objectives using tools and merchandising provided by the company.
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Business Development – Identifying growth opportunities in Territory beyond covered outlets (Coverage of unconventional channels
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Execute the Trade Coverage Plan, ensuring agreed coverage and call frequency align with the itinerary and guidelines of the Area Sales Manager.
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Identify opportunities and create plans for all sales channels in the area to maximize market penetration.
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Manage and streamline one's own Zone budget for scheduled cycle activities.
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Establish close engagement with key business partners to gain high levels of trade support and loyalty.
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Enhance understanding of the trading environment in collaboration with retailers and staff.
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Ensure customer education on all digital and non-digital tools available to ensure the correct execution of business activities/procedures required.
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Complete internal reports for expenses such as gas, parking tickets, and vehicle stock, following BAT procedures.
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Ensure compliance with laws and regulations related to environmental protection, safety at work, fire protection, and internal Environmental, Health, and Safety (EHS) standards and procedures of the BAT group.
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Maintain accurate and updated databases of outlets, ensuring ownership and accuracy of information.
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Connect daily with central teams to transfer information to the company's systems and retrieve important updates.
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Maximize resource allocation for SOM growth, including Point of Sale Materials (POSM), understanding the company's investment in the territory.
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Be flexible in implementing activities: accept and lead change in a continuously evolving business context.
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Identify new opportunities and seize all opportunities to increase the business of one's own area from a Multicategory perspective beyond communicated cycle activities.
EXPERIENCE, SKILLS, KNOWLEDGE
- Approximately 1/2 years’ experience in trade marketing /sales department.
- Outstanding interpersonal and communication skills
- Negotiation skills and objection handling
- Full product knowledge and understanding of distribution dynamics
- Excellent time and stress management
- Ability to work in teams and excellent management of human and professional relationships, both within the Sales Representative team and with clients and external parties
- Availability to travel within the territory
- Good transactional and business English language skills
- Basic IT skills
What we offer you?
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We offer a market leading annual performance bonus (subject to eligibility)
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Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
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Your journey with us isn't limited by boundaries; it's propelled by your aspirations. Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together. Seize the opportunity and own your development; your next chapter starts here.
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You'll have access to online learning platforms and personalized growth programs to nurture your leadership skills
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We prioritise continuous improvement within a transformative environment, preparing for ongoing changes
WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.
Collaboration, inclusion and partnership underpin everything we do here at BAT. We are looking forward to enabling every individual to thrive, regardless of gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, veteran status, perspectives and thinking styles. We know that embracing talent from all backgrounds is what makes us stronger and best prepared to meet our business goals.
We see the career breaks as opportunities not obstacles. Through The Global Returners program, we support professionals looking to restart their careers after an extended absence from the workforce (e.g. time out caring for family, parental leave, national service, sabbatical and/or starting an own venture).
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.
If you require any reasonable adjustments or accommodations to help you perform at your best during the recruitment process, you are encouraged to notify us. We are fully committed to support you by making appropriate arrangements for you to demonstrate your full potential.
