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Regional Business Manager - North East

Posted 29 January by Imperial Tobacco Ended

About us

Imperial Tobacco is part of the FTSE30 company Imperial Brands PLC, a dynamic international business specialising in tobacco and non-tobacco brands.

In the UK, Imperial Tobacco is the market leader in the sale and distribution of a wide portfolio of iconic brands such as Lambert & Butler, JPS, Player's and Golden Virginia.

The role

The role of the Regional Business Manager (RBM) is to lead and direct a team to deliver the volume, share and profit KPIs of an agreed portfolio of customers within a set territory. This is a leadership role that requires the strategic co-ordination and motivation of a team of Area Business Managers. You will be based in and around the North East of the UK and be responsible for the a team of Area Business Managers covering the entire region.

The RBM will build strong relationships at a senior level within the UK&I Cluster, and will be responsible for the execution of the Retail & Trade strategy within the premium independent customer base.

The RBM will fully understand the strategic aims of the UK&I Cluster and align these with the retail channel activation plan for their territory.

Key accountabilities

Territory Management

  • Accountable for the leadership, delivery and execution of the trade strategy in order to maximize volume, profit and market share performance.
  • To ensure the commercial plan for the team is aligned to the Retail Strategy
  • Achieve team volume, market share, distribution, availability, outlet activation and coverage targets for territory
  • To have a deep understanding of company strategy and to ensure that all team members understand and are able to deliver our commercial objectives in the context of the strategy
  • Input to the Retail channel plans where relevant, providing local customer, market and competitor insights
  • Accountable for delivery of resource forecast and facilitating solutions to fill any potential shortfall in projected business.
  • Establish close working business relationships with appropriate external customer contacts in order to gain high levels of trade support and advocacy for ITUK brands
  • Coach, support and trouble-shoot on customer engagement issues.
  • Build strong relationships with key independent customers in line with Trade Strategy
  • Develops and endorses ways of working that allows RD Coaches and Availability Supervisors to work in collaboration with one another to ensure a seamless experience is delivered to the retailer
  • Is responsible for delivering KPIs within the agreed overhead and A&P budgets

Team Management

  • Lead and manage a team of RD Coaches and Availability Supervisors to achieve set KPI's
  • Implement robust development plans for the direct reporting team to achieve expert coaching capability, enabling them to drive high performance of their direct reports (RDEs and Availability Representatives)
  • Ensure direct reports understand and are focused on retail channel objectives and their own KPIs
  • Conduct regular performance reviews and manage under performance and absence in line with ITUK policies
  • Uses robust methods to measure the quality and frequency of the coaching outputs of the RDE Coaches and equably suitable measures to assess the performance of the Availability Supervisors
  • Utilise internal customer management systems to report on sales call activities and performance
  • Communicate relevant information to enable direct reports to perform effectively
  • Assess and recruit talent where necessary to ensure the maximum coverage required is achieved
  • Ensure adherence, compliance and communication with all relevant legislation and competition law.

Leadership & People Development

  • Develop and manage an efficient and effective team of Retail Development Coaches and Availability Supervisors through training, engagement and career development:
  • Establish and maintain a high performance and engaged culture within the team that drives delivery
  • Create a strong team identity, ensuring that everyone fully understands the direction and goals of the immediate team, and as part of the UK Retail team and wider business.
  • Spend time in the field with team to identify development needs of direct reports and build a coaching and development plan with them

Skills & experience

  • Background in FMCG with a level of complexity and where standards of performance are high.
  • Strong track record of leading teams
  • Commercial and sales oriented - with an understanding of how and where to make money, coupled with a strong understanding of the margin value chain within the industry.
  • Understand the IT trade strategy and how it applies to customers within their channel and territory
  • Understand company Merchandising standards
  • Highly numerate with a good understanding of key financial levers used internally and externally to drive revenue and profit
  • Thorough understanding of the independent retail channel, performance, dynamics and challenges
  • Understanding of the category and shopper behavior within the independent retail channel
  • Good knowledge of IT business applications required for this role
  • Strong interpersonal skills with a proven ability to manage and motivate a team
  • Strong management and leadership skills
  • Excellent communication and influencing skills
  • Structured professional commercial selling & negotiation skills and techniques
  • Results focused with excellent, numeric and data handling skills
  • Excellent prioritisation and time management skills with the ability to allocate resources effectively.

What we offer

Imperial Tobacco offers a competitive package of salary, 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 a letter of application highlighting their suitability for the role and current CV.



Reference: 34340453

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