Recrutement d’un Commercial Strategy Manager

Philip Morris International hiring Commercial Strategy Manager.

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose – to deliver a smoke-free future.

With huge change, comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions.

If you’re a forecaster and forward-thinker, you can make a huge impact, creating sales strategies across all markets. But, here, your innovation will do more than just improving sales. You’re not persuading someone to savings account or try a new drinks brand.

Join us! We are looking for a Commercial Strategy Manager.

Purpose of the Job:

The Commercial strategy Manager will play a key role in supporting the markets volume objectives by providing tailored support / tools for use in individual market plans. This should be aligned with overall PAE OGSM objectives and ensure that all investments are tracked against expected ROI. This position will play a pivotal role in the Project based organization (PBO), he/she will be expected to lead PAE commercial projects. The job role covers all ideation, development, costing and reporting / tracking activities that will be fed into commercial heads for decision making purposes. This job role covers all markets in PAE including Affiliates, Seconded markets and Export markets.


Accountability 1 – Trade Support

Develop Long term and tactical programs for retail, wholesale, and Key Account channels that support the alignment of PM. Ensure that all programs support PM share growth with strong tracking of expected ROI against planned investments. This includes building and leveraging partnerships with strategic Partners / Key Accounts to capitalize on business building opportunities and achieve mutually beneficial outcomes in each account.

Accountability 2 – Commercial planning

Develop all areas of optimal commercial cycle planning and communication (in English, French and Portuguese languages) to ensure integration of sales and marketing plans and that their in-field execution fully supports the overall objectives of the organization in line with OGSM. Manage efficient workload of third party merchandizers through utilization of the work load calculator to establish ideal and optimal resource allocation. This should include the deployment of any NPL’s / upgrades that may be planned in the year. Play an active role in designing the yearly plans, by market, supporting the commercial heads in all related activities including costings for use in budget building exercises.

Accountability 3 – PPOSM Support

Manage the development of permanent and temporary visibility and dispensing platforms in line with the relevant input from Marketing department. This includes the vendor selection and management, approving designs and production schedule in line with PAE commercial plan objectives. This should also take into consideration any/all legislative restrictions in each market.

Accountability 4 – Budgeting, Tracking and Reporting

Manage and track the allocated trade marketing budget for all the regions in order to ensure efficient utilization and maximum return on investment in alignment with the overall trade strategy. Frequent follow up along with markets to ensure compliance with RF/OB numbers for respective materials/tools development & eventual deployment. Manage all the reporting needs of markets, including but not limited to Weekly/monthly/yearly reporting on Consumer engagement activities, TALOS reporting, Census Reporting, business highlights, and any other form of reporting to MGT.

Accountability 5 – Consumer Engagement

Co-Manage with marketing all Consumer Engagement resources and initiatives on-ground as per the planned cycles. Ensure that third party agencies are process-aligned and compliant including producing activities in-line with all the respective cycles briefs. This includes the vendor selection and management, approving designs and production schedule in line with PME commercial plan objectives.

Accountability 6 – COD

Organize and lead the evaluation of identified critical current and anticipated Commercial organization development needs (knowledge / skills / competencies). Propose Commercial organization development strategy to bridge the gaps and further enhance the knowledge. Lead the development of commercial trainings, functional frameworks and operational standards via localizing and adapting PMI global solutions / training programs as well as developing local solutions to enhance development toolbox. Support HR in identifying Commercial organizational issues / opportunities and propose tools/activities to address those. Participate talent reviews and monitor the progress of commercial talent pools including development activities and programs.

Accountability 7 – Enhancing local market understanding

Plan, cost and manage the deployment of Census activities in key markets to create a broader base of in market knowledge, that can be used to effectively deploy route to market strategies including but not limited to targeted resource deployment and ensure clean tracking of ROI.

Accountability 8 – Creating a fit to win organization

Build an effective team, encourage and promote teamwork and cooperation, support a climate for continuous improvement & create a winning organization via on the job skills development, and if necessary inject talent to facilitate new skills. Create impact to greater commercial organization by ensuring excellence in execution that will assist PAE in reaching its OGSM.

Requirements & Competencies

  • College/University degree in any of the following categories: Sales, Marketing, Procurement, Consumer
  • 10 years in a relevant general commercial capacity, ideally with trade Marketing experience (2-3 years)
  • Strong commercial acumen, relentless drive for results and details oriented Ideally. bilingual in any 2-3 PAE languages to facilitate stronger engagement on the field. Relationship builder across functions to ensure alignment between Marketing <-> Sales strategy <-> Markets/field. Experience in Digital commercial activities would be a plus.
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