One clear purpose - to deliver a smoke-free future. Times are changing at PMI. We've chosen to do something big. The world expects us to act responsibly. And we are doing just that by transforming our business to build a smoke-free future.
With huge change comes huge opportunity. So, wherever you join us, you'll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions.
Introducing smoke-free products shifts the focus of our entire business. We're fast moving from a B2B to a B2C model – and our newly created Customer Centric Organization (CCO) team is driving that commercial transformation. Their role is to understand customer conversion journeys in different international markets, then to find the best ways to connect with smokers and convince them to switch to reduced-risk products.
The purpose of our B2C Area Manager will be as follows:Define, propose, and execute the Territory annual business plan:According to the national strategic guidelines to contribute to the territory/region growth of IQOS Users & HnB (always ensuring KPI accomplishment), ensuring KPI accomplishment and optimizing allocated resources (frontliner´s team, budget, and commercials).
Lead and motivate direct and indirect commercial teams (including team leaders and frontliners) in a concrete area.Main accountabilitiesTERRITORY PLAN:Develop the plan for the Territory (BPWATTS, BOWATTS, and action plans), taking into consideration market analysis & dynamics, competitive activities, trade profile, brands, consumer data, and resources to contribute to the market growth. Optimize resource allocation, budgets, and commercials drivers to reach Territory KPIs aligned with the overall objectives of the district area.
TERRITORY PLAN DEPLOYMENT:Execute the Territory plan taking into account the full consumer journey and selling opportunities. Define the appropriate portfolio and commercial drivers to support each point of sale in order to maximize return on investment and drive adult smokers' choice towards our brands. Manage and plan workload by setting priorities and maximizing route plans.
COMMERCIAL DRIVERS' MANAGEMENT:Manage and implement appropriate commercial drivers at points of sale. Define and implement main commercial drivers as portfolio availability, MUPIS, SE and hostesses' activities, consumer promotions, visibility at points of sale, and trade engagement activities.
KPI TRACKING - Analyze and propose the territory KPI and targets, and agree up to final decision with City Head. Monitor the KPI and benchmark those against objectives, in order to define and implement corrective/preventive actions.
DATA MANAGEMENT - Execute the updates and ensure timely update of territory/LAS/LAU database to ensure all data are accurate and valid. Be aware and always follow all company policies & procedures to keep PM´s image and reputation.
Consolidate and share frontliners feedback regarding processes/programs/current CX/field reality to identify opportunities for growth in the territory. Point of contact for all Back Office/Central projects/activities: from design, feedback, and receive communications. Responsible for cascading down to team leaders and frontliners.
What we are looking for:Retail, B2C or B2B experienceSales ExperienceLeading team´s experience is a mustCollege/University B.A./University degree in Business/Economics/Marketing; MBA/Master Degree as an advantageWhat we offerOur success depends on the men and women who come to work every single day with a sense of purpose and an appetite for progress. Join PMI and you too can:
Seize the freedom to define your future and ours. We'll empower you to take risks, experiment and explore.Be part of an inclusive, diverse culture, where everyone's contribution is respected; collaborate with some of the world's best people and feel like you belong.Pursue your ambitions and develop your skills with a global business – our staggering size and scale provide endless opportunities to progress.Take pride in delivering our promise to society: to deliver a smoke-free future.
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