Distribution Development Executive

Be a part of a revolutionary change

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.

We are seeking a dynamic and strategic Distribution Development Executive.
You will develop and coordinate implementation of distribution strategy and programs in compliance with requirements of local legislation and policies and procedures of Philip Morris Kazakhstan in order to improve distribution in Kazakhstan. Provide Sales Management with professional expertise in distribution to achieve the planned sales volumes.

Your day to day:

1. SALES AND DISTRIBUTION DEVELOPMENT

- Prepare Strategy and contribute to the distribution development to improve sales volumes and distribution channels effectiveness:

• draw up and maintain effective schemes of finished goods distribution in sales levels (RTMs);

• develop operational standards for clients in the context of the general strategy of distribution development of Philip Morris Kazakhstan;

• maintain correlation and apply effective sales techniques in defining ways of development of distributors in compliance with market needs;

• analyze effectiveness of structural organization of distributors of Philip Morris Kazakhstan using available information and work out recommendations in potential structure optimization sphere.

2. CUSTOMER RELATIONS

- Support and train regional staff;

- Participate in a customer selection process by consulting regions to analyze pre-selected potential customers for ensuring effective work of distribution channels. Coordinate inside Sales and with Legal, Finance Department customer analysis and potential distributor selection process ensuring full compliance with all related PM Policies and Procedures.

3. DISTRIBUTORS’ INCENTIVES

- Develop short & mid-term distributors’ Incentive Programs in order to align trade objectives with PM objectives;

- Seek and develop business opportunities for the customers, motivate and influence them in order to increase sales.

4. TRADE PROGRAMS

- Develop short & mid-term Trade Programs and other tools in order to achieve efficient distribution development and sales volumes on distributors’ and wholesalers’ levels.

- Coordinate the processes of analysis and utilization of Field Force and distributors and trade feedback in order to continuously improve efficiency and effectiveness of Trade Programs.

- Regularly analyze conducted Trade Programs and provide consulting to regions in order to improve programs results.

5. SALES ADMINISTRATION

- Propose to make changes in contracts;

- Regularly review all existing sales contracts on the matter of compliance with the local legislation.

6. REPORTING

- Develop and propose necessary reporting and indicators of distribution; regularly review sales information systems in order to ensure sufficient information for decision making as for PMK Sales Management as for Management of Distributors.

7. INTERNAL COMMUNICATION

- Develop and maintain positive working relationships with relevant functions of organization in order to follow up on all critical business developments and distribution related activities.

Who we are looking for:

- Education: Bachelor’s degree or higher;

- Experience: 3-5 years in Sales, Distribution;

- PC skills (MS Office PPT, Excel, Word, other MS application) – advanced user;

- Understanding of differentiation and specificity of distributors and its development

- Communication Skills: Excellent communication and stakeholder management abilities.

- Project & Process Management: Strong project management skills and a commitment to operational excellence

What we offer:

• An opportunity to pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress;

• An opportunity to build an international career and for cross-functional moves;

• Extended social package: life insurance, insurance from critical illnesses, additional payment for preschool development of children, participation in the Employee Assistance Program (financial, psychological and legal consultations) for employees and family members, and much more;

Philip Morris Kazakhstan is the holder of Top Employer Kazakhstan & Global award for 9 consecutive years as well as the only Equal Pay certificate holder in Kazakhstan, which proves our commitment to highest working standards.

*Relocation support is not available for this job.