Sales and Trade Senior Manager

The Role

This role is responsible for driving sales growth and business plan delivery in AAACE Division, by working collaboratively with Clusters, Market Managers and their teams to share sales expertise & guidance within BAU and key projects. This includes development of Annual Operational Plans (AOPs), supporting Markets with 3rd party distributor management; Field Force Optimization, Key Account management, Trade Marketing capabilities and proactively developing mitigating action plans.

Principle Accountabilities

• Lead on behalf of the Sales & Marketing Director the business & operational planning process from a Sales and Trade marketing perspective (Market Execution Plan) to ensure Clusters and Markets are equipped to meet top line revenue targets and bottom-line operating profit targets.
• Support clusters with implementation & delivery of agreed investment/engagement strategies, as set out within the operational plan. Including evaluating the performance of the activities across Clusters, raising alerts and proposing corrective actions when necessary.
• Support Clusters in determining ideal and effective Route 2 Market & Cost 2 Serve.
• In collaboration with RGM CoE identify Trade Investment optimization opportunities and keep governance over BAP process/ analysis to S&T Director.
• Responsible for development of the strategic guidance frameworks and principles for Trade Strategy.
• Engagement and influencing of key stakeholders (Divisions, Cluster/Markets, Global Brands, Global Procurement, Group IT) ensuring our operational developments are fully aligned to our sales agenda.
• Co-lead with IT digital transformation of our sales footprint and identify priorities for our Sales Technology Road Map. Set clear KPIs behind each business value case.
• Prepare all materials related to Division performance to be escalated within the business, i.e., Board presentations, OPEX presentation related to Sales initiatives.
• Collaborate with & facilitate where required the Sales & Trade working groups to identify, develop and deploy Best Practices across the Division.
• Co-lead NGP launch plans for the markets by identifying fit for purpose go-to-market plans (route to market and sales fundamentals), consolidate and track performance including sharing test & learn approaches across division/group.
• Liaise with Europe (and US) Division to seek common and consistent approach about trade strategies, ways of working and field force sizing / management / optimization / modernization and Key Account strategies.
• Collaborate with Global Sales Excellence Team to drive globally excellent, locally relevant initiatives and sales function capability plan (Regional KPIs, Sales Academy).
• Bring the outside in. Continuously raise standard of excellence by staying on top of industry best practices.

Skills and Experience Required

• Proven success in sales force management (Field Force / Key Accounts) and operational delivery
• FMCG Industry Knowledge
• Understanding of Sales Systems (Salesforce, CRM, Trade Apps…)
• Sales & Trade Insights underpinned by analytical and planning skills.
• Ability to demonstrate strategic insight & understanding
• Aligned and collaborative yet ability to challenge and influence stakeholders at all levels within the organisation, particularly those that impact divisional financial and operational performance.
• Excellent communication skills – both written & oral
• Travel requirements – up to 20% across AAACE region.

What We Offer

In return for playing your part in building our future, you will receive a comprehensive compensation package with salary, bonus scheme and further benefits as well inspiring places to work and collaborate with purpose. Here at Imperial we will give you the opportunity to grow and learn, innovate at pace and be a part of our purpose to forge a path to a healthier future for moments of relaxation and pleasure for our consumers.

Everyone Belongs

Everyone belongs in Imperial. We are proud of being a truly inclusive organisation. We encourage and welcome applications from people of all ages, genders, ethnicities, nationalities, disabilities, sexual orientation, religions or beliefs and of neuro divergence. We give fair and equal consideration to all our applicants. Please contact us at recruitment@impbrands.com to let us know if we can provide support in helping you complete an application and/or attend an interview.

About Us

We're a truly international company, fourth largest in our industry and operating across 120 markets. An inclusive, innovative global FMCG business supported by 25,000 employees. As we embrace a new era of growth, we are transforming. Our ways of working and culture are driven by a challenger mindset, constantly questioning the status quo where people can bring their best selves to work. Our agility and collaboration are driving our ambitions, innovation and success all supported by our award-winning development programmes that creates exciting and rewarding career opportunities for all.  Encouraging inclusion at local levels and supporting a developing and robust diversity agenda globally, we’re fully committed to creating and maintaining an environment that celebrates and respects difference.

As a matter of policy, Imperial Tobacco or its subsidiaries never requests or requires payment as part of any recruitment process.