BAT
Territory Manager - flexible location
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Territory Manager - flexible location
Territory Manager
Function: Sales
Sub Function: Sales
Location: UK nationwide (Field-Based)
Job Summary
The Territory Manager plays a crucial role in executing brand and trade cycle plans to drive Share of Market (SOM) growth, volume, and brand activations across assigned outlets. This role demands close engagement with retailers, embodying BAT’s image, values, and culture whilst fostering strong trade relationships and loyalty to our brands.
Key expectations:
- Achieve distribution excellence and meet SOM targets
- Focus on sell-out performance in all assigned outlets
- Execute trade and brand marketing strategies (distribution, display, dialogue)
Core Relationships
Internal:
- Head of IS&V
- Regional Manager
- Area Sales Manager
- Trade Ops
External:
- Independent and Symbol stores
- Wholesalers and distributives (including Contract & Cash & Carry)
Accountabilities
Territory Management
- Take single ownership of newly formed geographic territory for all independent & symbol stores selling nicotine.
- Implement trade and brand marketing activities (Distribution, Display & Dialogue) with a focus on execution excellence.
- Ensure adherence to cycle plans, prioritising distribution, displays, and dialogue to drive brand growth.
Daily/Weekly/Monthly Engagement
- Plan and conduct independent commercial visits to maintain regular territory coverage.
- Plan and implement trade and brand marketing activities and programs for maximum impact.
- Deliver visibility improvements (e.g. rear walls, counter-top units) through competitive analysis and negotiation.
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Stock & Presentation
- Ensure correct product stock levels and optimal display adherence, aligning to company planograms.
- Manage Kundenorders effectively within the assigned territory to meet sales objectives.
Business Growth
- Identify growth opportunities in unconventional channels beyond conventional retail.
- Execute trade coverage plans aligning with agreed targets.
- Continuously seek ways to meet SOM growth through efficient resource allocation.
Operational Compliance
- Manage and report expenses (e.g. travel, vehicle usage) strictly following BAT procedures.
- Ensure full compliance with EHS standards, safety protocols, and internal regulations.
Data & Communication
- Monitor and update the territory database with accurate store information.
- Maintain daily engagement with central teams for real-time updates and reporting.
Key Responsibilities
- Drive the implementation of trade and brand marketing programs.
- Optimise Stock Management and *Sheftings ensuring availability as per demand.
- Maintain and grow customer engagement while achieving sales targets.
- Contribute to business development through identifying and capitalising on market gaps.
- Maintain clear reporting on budget utilisation and performance metrics.
- Actively participate in identity stakeholder networking sessions to enhance strategy.
Experience, Skills and Knowledge Requirements
Essential
- Minimum 2 years’ experience in trade marketing/sales, particularly within nicotine categories.
- Strong interpersonal and communication skills.
- Ability to manage daily travels and navigate ** transactional and business English** fluently.
- Negotiation skills with objection handling.
- Proficiency in basic IT skills (ERP, reporting).
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Desired
- Proven track record in multi-category businesses.
- Experience with multi-touchpoint, omnichannel trade execution.
- Knowledge of business systems (CRM, Salesforce preferred, and reporting tools).
- Technical awareness of budgeting, planning, and route optimisation tools.
What We Offer You?
- Competitive Salary & Market Leading Performance Bonus
- Health & Wellbeing Benefits: Customisable plans, work-life balance initiatives, transport support.
- Global Career Growth:holiday plan with incentives.
- Learning & Development: Access to online platforms and personalised leadership programs.
- Equal Opportunity Culture: Workers’ invested in inclusion and diversity, celebrating unique perspectives.
Why Join BAT?
A Global Top Employer in Top Employers Institute designation.
- Progress Dys – We empower all talents to flourish regardless of background, fostering collaboration and shared success.
- Bend for the Future: Global Returners Scheme supports those re-entering the workforce (e.g. after parental leave).
- Empower your potential—join an organisation where opportunity thrives, and career development is a shared responsibility.**
For more information, explore BAT’s culture and award-winning employee experience.
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