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Job Title : Sales Business Advisor

Location : Memphis, TN

Role : Permanent

Sales Business Advisor

What This Position Is About

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

Areas of Responsibility

Route planning & execution planning

• Be heavily involved in the setting of all respective territory objectives in relation to the market priorities.
• Arrange spaces of effective communication with the customer to ensure dedicated time for business presentations.
• Use "JTI customer prioritization" to determine visit frequency, when planning and integrate proactive plans to have more visits with the most important customers.
• Planning calls based on sales data (market and outlet) and understanding of customer needs.

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 competitor's performance to identify opportunities for JTI.
• Observe effectively the competitor, retailer and all category activity (not just Tobacco category) in store.
• Collects pricing information for Tobacco Category.
• Provides regular updates to prioritized 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.
• Work with outlets, advising them how to maximize the opportunity of tobacco consumers across the store.
• Educates and influences outlets on the best way to manage the tobacco category.

Negotiation & Selling process (Triple Win)

• Negotiates autonomously sell in / out contracts to the benefit of JTI in the 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.

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.

Performance

• Assess objective achievement and feeds back to the business for potential improvement.
• Records results versus objectives in TME or similar systems.

Who Are We Looking For - Requirements

• Experience in FMCG sales, ideally in Tobacco industry.
• 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).

Benefits

Enjoy a competitive salary commensurate with the experience and responsibility requirements.

Excellent employee environment with a competitive benefits package including :

• Company Vehicle
• Annual Merit Increase
• Healthcare
• Dental Vision
• Voluntary benefits
• Paid Time Off
• Paid family leave benefit
• 401k Plan Company Contributions
• Life Insurance
• Disability
• Tuition Assistance

If you are an enthusiastic, experienced, self-driven and results-oriented person who enjoys challenges in a diverse environment, this is the next step in your career!

Last updated : 2024-03-22