Trade Development Representative

2 weeks ago

Durban, KwaZulu-Natal, South Africa Philip Morris International Full time
At PMI, we've chosen to do something incredible. We're totally transforming our business and building our future on one clear purpose - to deliver a smoke-free future.

Huge opportunity comes with enormous change.

Therefore, wherever you join us, you'll have the flexibility to imagine and present better, brighter ideas as well as the opportunity to further your career in an infinite number of ways.


Sales and Marketing at PMI feels like building a new business - but with the accumulated expertise of a global brand behind you.

Bring us your curiosity and capacity to engage people and you can be part of the digital, onmi-channel team that's driving our huge commercial transformation.

If you're a forecaster and forward-thinker, you can make a huge impact, creating sales strategies across all markets. But, here, your innovation will do more than just improving sales. You're not persuading someone to savings account or try a new drinks brand.

YOUR 'DAY TO DAY'

Trade Management

  • Balanced management of CSU (30% physical/50% hybrid/20% remote) to ensure sufficient coverage across the universe
  • Maintain digital engagement rate in Remote Base, leveraging on Back Office call center and digital calling to maintain PMI performance
  • With the support of call center Backoffice Executives (BOE), lead the call frequency in the Hybrid CSU linked to the execution of commercial initiatives and exceptional requirements, ensuring appropriate number of physical visits based on customer and business need
  • Lead the level of influence to ensure RRP education, the frequent generation of leads, B2C activations and uptake of device sales through engagement with store owners, managers and
- cashiers

Physical Universe

  • Manage the segmentation of the universe to forecast coverage frequency, primary and secondary brand staging and POSM investment
  • Drive brand acceleration and growth by ensuring cycle implementation and relevant brand staging to support brand growth and negotiation of opportunities for staging and / or other brand support
  • Continuously educate, assess level of understanding (through, but not limited to, critical metric) and reeducate owners, managers, and kiosk staff to close gaps in RRP understanding to get resultss
  • Deliver on PMSA segmentation strategy by ensuring relevant PM portfolio is in stock and available with due regard to the store
legal aged consumers profiles

  • Where required, set and host Retail Activations with relevant retail stores to build awareness and trial of RRP category within the territory
  • Establish and negotiate a relevant base of SMP venues which are RRP friendly
  • Where possible, set and host SMP activations to build awareness and trial within the territory
  • Assess stores' ability to move into Digital Base (retailer capability, current route to market and current task completion) and facilitate / support the transition while maintaining the right level of support
  • Track and report on sales cycle implementation results, using available system tools to set objectives and measure performance.
Digital Universe

  • Schedule physical and virtual visits to Digital Stores based on segmentation and needs (handle physical frequency)
  • Complete physical visits to Digital CSU as required in real time and as notified by back office to resolve issues
  • Ongoing Business Development and strategic analysis of digital base ensuring growth in numeric distribution and achievement of business targets and objectives.
  • Work with collaborators to ensure Digital Trade Engagement (DTE) response and success rates are in line with the business objectives
  • Based on the score results, assess the level of understanding of Digital Stores and work with the DTE team to implement strategies to close the gaps.
Third party management

  • Management of third party to ensure service delivery in accordance with PM business targets and objectives
  • Manage 3rd party Field Managers and ensure adherence and understanding of cycle requirements and levels of execution
  • Together with the BOE's, ensure 100% coverage of KA stores covered by 3rd parties where required work with BOE's to check temporary point of sales material compliance by cycle
  • Assess performance through available reports and make recommendations to improve IMS performance in store
Sales Information

  • Ensure accurate capturing of information on field force tracking tools
  • Analyze data on tracking tools and sales cycle results, identify improvement opportunities, develop, and execute appropriate action plans in order to support territory objectives.
  • Provide regular feedback to management on market related activities and products.
  • Forward looking planning and forecasting using market related insights, data, and competitive information to advise strategic plans for PMSA effectiveness.
Trade Engagement and Education

  • Manage covered universe by handling and completing strategic trade programs within
- relevant cycles

  • Market analysis of t

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