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 by building 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 Lead 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 accountabilities:
TERRITORY 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 in order to reach their 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 smoker's choice towards our brands. Manage and plan their workload by setting priorities and maximizing route plans.
COMMERCIAL DRIVERS' MANAGEMENT: Manage and implement the appropriate commercial drivers at point of sales. Taking into account the territory information/analysis and business opportunities, define and implement the main commercial drivers as portfolio availability, MUPIS, SE and hostesses' activities, consumer promotions, visibility at point of sales and trade engagement activities:
Ensure the optimal availability and stock level of PMS brands as per consumers profiles and business needs of each point of sales.
Allocating and managing frontliner team SE, MUPI or hostesses coordinator and promotions available and ensure excellence in the deployment of each activity.
Implement visibility materials (TPOSM and PPOSM) of PM brands in accordance to consumer's profiles and priorities per point of sales in the most efficient and effective way according to the Trade Marketing guidelines.
Foster profitable business relations alongside B2B team with touchpoint owners and staff (Retail) providing professional and high-quality services, in order to promote PMS as a preferred business partner.
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 the company policies & procedures in order to keep PM's image and reputation.
Consolidate and share frontliners feedback regarding processes/programs/current CX/field reality in order 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 experience
Sales Experience
Leading teams experience is a must
College/University B.A./ University degree in Business/ Economics/Marketing; MBA/ Master Degree as an advantage.
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