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Department: Sales
Location: Eau Claire, Wisconsin, USA
Reporting to: District Sales Manager
Role: Permanent
Sales Business Advisor
What this position is about - Purpose:
This role is to ensure the retailer understands the relevance of the tobacco category to their business, how it drives sales of other categories and the opportunities that tobacco offers their business. To achieve its objectives, the Business Advisor will be heavily involved in the route planning and setting of objectives for its territory. He/she will have to fully understand the total tobacco category and what external factors impact the territory performance by analysing all available data. He/she will have to be comfortable delivering business information to influence and maximise the opportunity of tobacco on other categories across the store and be able to implement contracts of mutual benefit.
The Business Advisor will demonstrate a "Triple Win" approach during the selling process showing the benefits of what JTI has to offer to both the retailer & their consumers. He/she will have to ensure the point of sale staff are fully aware of the correct tobacco assortment and the importance of product availability.
What will you do - Responsibilities:
- Route planning & execution planning
- Plans, or be heavily involved in the setting of all respective territory objectives in relation to the market priorities.
- Decides where best to execute the individual activities and what activities should be executed in Outlets.
- Arranges appointment time with customers to ensure dedicated time for business presentations.
- Uses "JTI customer prioritization" to determine visit frequency when planning and proactively plans to have more visits with the most important customers.
- Plans the calls based on sales data (market and outlet) and understanding of customer needs.
2. Strategic insights & Business advice
- Analyzes factual data from respective territory to support local knowledge and identify opportunities for future planning.
- Analyses JTI objectives performance for future planning.
- Collects total category sales data and analyses competitors performance to identify opportunities for JTI.
- Monitors competitor, retailer and all category activity (not just Tobacco category) in store.
- Collects Pricing information for Tobacco Category.
- Provides regular updates to prioritised customers on total tobacco performance and presents opportunities for future growth for both parties.
- Tactically uses business information (JTI and retailer) to strengthen selling arguments.
- Works with outlets advising them how to maximise the opportunity of tobacco consumers across the store.
- Educates and influences outlets on the best way to manage the tobacco category.
3. Negotiation & Selling process (Triple Win)
- Negotiates autonomously sell in/out contracts to the benefit of JTI in respective territory.
- Reduces or rewards autonomously payment to outlet based on contract compliance.
- Uses data to inform outlet on performance versus Contract agreements.
- Checks compliance standards versus contractual agreements.
- Ensures recommended selling price points of JTI products are correct.
- Proactively uses category based arguments to drive retailer and JTI business and satisfy the tobacco consumer.
- Proactively predicts, plans and handles objections as a way to ask probing questions and build understanding to inform a better close.
- Ensures the required and appropriate tobacco assortment are listed.
4. Logistics
- Merchandises stock if required and uses business tools to highlight and educate the impact to business of availability issues.
- Trains store staff to order stock correctly for themselves.
- Influences the ordering of JTI Product.
5. Performance
- Assess objective achievement and feeds back to the business for potential improvement.
- Records results versus objectives in TME or similar system.
6. Other
Manage various tasks and projects as they arise and upon manager's request.
Who are we looking for - Requirements:
- Higher education.
- At least 3 years experience in FMCG sales, ideally in Tobacco industry.
- Language: Market preference.
- Computer: Proficiency (Office suite).
- Advanced commercial understanding.
- Advanced negotiation skills.
- Advanced communication skills.
- Advanced selling skills (Triple win approach).
- Advanced category management knowledge.
- Advanced Analytical skills (Territory data analysis).
What are the next steps - Recruitment process:
Thank you very much for your interest in the role. You are welcome to apply.
Are you ready to join us? Build your success story at JTI. Apply now!
Next Steps:
After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with TA > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.
At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. We are committed to providing reasonable adjustments to applicants with special needs. If you require any accommodations, please let the Talent Advisor know during the selection process.
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