Territory Manager
Commonwealth-Altadis, Inc. - Harrisburg, PA

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Commonwealth – Altadis, Inc. is seeking Territory Managers to influence Adult Tobacco Consumers’ purchasing habits by selling CA brands effectively, with particular emphasis on increasing our distribution, availability and visibility across a range of retail outlets. Ensure the optimal volume, share & profit of an identified ITG agreed portfolio aligned to a specific customer/s, by influencing shopper decisions via generating customer and shopper needs-based services to create value. Operate and be seen as the preferred consultants to retailers on all tobacco issues.

Principal Responsibilities:

  • Understand customer and shopper needs.
  • Ensure effective on-time in-store communication.
  • Ensure the on-time effective availability of new products.
  • Drive demand by building and agreeing a value-creating business plan with targeted outlet, through:

- Aligning CA total tobacco portfolio based on consumer needs.
- Building a sustainable availability platform against defined causes.
- Adjusting coverage frequency to support value-creating activities.
- Influence and shape cycle activity to meet customer need.
- Leveraging and capitalising on commercially viable service opportunities.
- Adapting communication approach to meet specific customer needs.
- Providing value-creating category and cross-category advice.
- Driving price parity and/ or relativity across the portfolio.

  • Enhance the distribution and availability of CA’s product in retail outlets to influence consumer buying habits.
  • Implement sales cycle plans striving to maximize placement of promotions, Point of Sale and enhanced product visibility.
  • Execute retail merchandising initiatives to influence the consumer at point of purchase.
  • Accurately report, maintain and update Industry and Account data on a daily basis utilizing the CRM system.
  • Establish communications with consumers in the retail environment by placing and refreshing Point of Sale materials.
  • Achieve Company sales goals, new distribution targets and increased Market Share by effectively managing the assigned journey.
  • Manage and safeguard company assets by ensuring all company property and contingency fund is accounted for and maintained.
  • Execute the coverage plan
  • Set and ensure distribution and on-shelf availability of an agreed range
  • Maintain accurate and up-to-date master data
  • Manage ITG assets (within an agreed framework)
  • Collaborate internally with other business functions

Knowledge and Skills required:

  • Ability to exercise sound commercial judgment.
  • Strong influencing skills with customers.
  • Demonstrates initiative and creativity, challenge the norm, raise new ideas and perspectives
  • Strong organizational and time management skills.
  • Good knowledge of computer operations including MS Office and Outlook applications.
  • Lateral thinkers – make wider connections about current and future activities
  • Aspiration & ambition to contribute more widely & grow their area/ the wider business
  • Leverage deep understanding of customers & shoppers – beyond the Tobacco category
  • In negotiations looks for win-win solutions
  • Focused on the business outcome in dealings with retailers – builds the retailer relationship to create value
  • Build strong relationships; understands retailer’s needs & seen as ‘trusted advisor’
  • Strategic & commercially astute business people – think on their feet; keep the long term in mind

Academic Qualifications

  • Bachelor’s degree required.

Physical Requirements:

  • The ability to operate a motor vehicle and get in and out of a vehicle several times a day.
  • Must be able to bend and squat.
  • Ability to lift and carry 40 pounds or more.

Working Conditions:

  • Smoking environment

Commonwealth – Altadis, Inc. is an Equal Opportunities Employer, M/F/D/V


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