Area Sales Manager

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 over 27,500 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. Our agility and entrepreneurial spirit, alongside award winning development programmes, enable innovation and success while creating exciting and rewarding career choices.

As we move forward, our customers will be at the heart of what we do, evolving to needs and expectations and committing to a more meaningful contribution to harm reduction by building a successful business. Integral to our long-term success is our sustainability strategy, behaving responsibly and supporting our ambitions, all underpinned by high governance.

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.

ROLE:

Managing all aspects of the Profit & Loss statement of the assigned markets & channels.

Responsible for the implementation and execution all traveller-related strategies and activations within the given budget and defined operational framework for the assigned area. Building close customer relationships to ensure optimal performance delivery.

KEY ACCOUNTABILITIES

• Develop and implement the area strategy for the assigned markets and customers. Responsible for operational plan and its execution. Focus on the UK & Ireland markets.
• Drive profitability and share through pricing as a key sales growth driver based on a good understanding of margin structures within the trade as well pricing dynamics with relevant traveller groups, host & home market and competitor prices.
• Working closely with Sales Operations and Demand planning teams, secure ongoing availability of products on the customer level through accurate sales forecasts considering in-market sales, trends and seasonality, customer stock levels and warehouse stock levels and balance forecasts against the risk of overstocking and write-offs.
• Ensure optimal 5 Ps (Product, Price, Placement, Promotion, People) plan and execution (in close cooperation with Regional Sales & Trade Marketing Operations Team) for your markets.
• Sell and negotiate our 5Ps agenda to your customer to ensure: availability and best visibility for our products, listing of winning portfolio, optimal FOTG allocation, the right pricing, and best in class POSM & activations.
• Gain a full understanding of traveller and brand trends in home and host markets, pricing development and dynamics in home and host markets as well as competitors' strategies. Ensure tracking of competitor info via TOP tool.
• Understanding of market regulatory dynamics and coordinating with internal legal and compliance team and external customers on information and insight sharing to secure our business now and in the future.
• Be responsible for our Compliance agenda execution (Group Control Matriz, Commensurate Demand Model, Distributor profiles, Contract management, etc.) - work closely with the Sales Coordinator and Corporate Legal Affairs team.
• Manage assigned budget to achieve Profit & Loss objectives as well as operational responsibility for managing regionally allocated activation funds.
• Continuous Customer management throughout the year – contract management, annual negotiations & review schedules, develop account plan and its

SKILLS AND EXPERIENCE

University degree in Business or comparable education with experience in Sales and/or Marketing in FMCG industry

Strong drive and commitment to achieve results

Solid negotiation skills and Proven analytical and numerical skills

Ability to communicate effectively both internally and externally with demonstrable experience of influencing at all levels

Available to travel internationally for business meetings (Ireland, Madrid, Hamburg)

Desirable in Duty Free channels

WHAT WE OFFER

Imperial Brands offer a competitive package of salary, hybrid 50/50 working policy, bonus scheme, pension and 25 days holiday (with an additional 4 days on top to cover the Christmas period and bank holidays).

NEXT STEPS

Interested applicants should apply with their CV highlighting their suitability for the role.