Trade Marketing Representative (Hickory, NC)

About the position

This position is responsible for implementing comprehensive sales and merchandising programs for retail accounts, with the primary goal of driving sales growth. The Representative utilizes their expertise, discretion, and judgment to customize sales programs to meet the specific needs of each account. Additionally, the Representative is accountable for managing a designated geographic territory and will be personally responsible for achieving the results within that area. The role requires travel ranging from 25% to 75%, depending on the size of the territory, with an average of 1-3 nights per week.

Responsibilities

• Determines visit frequency in alignment with 'JTI Liggett customer prioritization.'
• Contributes to decision-making regarding which activities should be implemented at the outlets.
• Coordinates visit timing with customers to maximize impact.
• Plans calls based on sales data (in/out sales) from the outlets to ensure optimal outcomes.
• Leverages local knowledge to identify opportunities for inclusion in the Cycle Plan.
• Analyzes JTI Liggett activity and program performance to inform future planning.
• Monitors competitor and retailer activity within the respective territory and outlets.
• Presents JTI Liggett sales data provided by the Head Office.
• Educates and guides outlets on effective tobacco category management.
• Strategically utilizes business insights (from both JTI and retailers) to strengthen sales arguments.
• Negotiates short-term sell-out volume agreements to boost JTI Liggett sales (e.g., trade marketing programs).
• Ensures product placement aligns with agreed planograms and checks compliance with contractual standards.
• Applies an advanced selling process, aligning JTI Liggett product benefits with customer needs.
• Proactively anticipates and addresses objections, securing commitment by highlighting the overall benefits of the JTI proposal.
• Ensures correct selling price points and that required JTI Liggett SKUs are listed.
• Merchandises stock and, when needed, educates store staff on the importance of product availability.
• Places or manages top-up orders on behalf of the retailer.
• Evaluates individual performance against set objectives and identifies opportunities for future improvement.
• Records results relative to objectives in Synergy or a similar system.
• Manages various tasks and projects as they arise, or as requested by the manager.

Requirements

• High School Diploma required; additional education preferred.
• Minimum of 3 years of experience in FMCG sales.
• Strong computer skills, including proficiency in Microsoft Office Suite.
• Solid commercial understanding.
• Excellent communication skills.
• Strong selling skills, with a focus on the Double Win approach.
• Knowledge of Synergy (reporting & data).
• Strong analytical skills.

Benefits

• Annual Performance-based Bonus
• Employee Stock Purchase Plan
• Personal Development Programs
• Medical, Dental & Vision Plan for employees & family members
• Life Insurance
• Matching 401(K)
• Paid Time Off (PTO)
• Paid Family Leave (20 weeks)
• Short-Term & Long-Term Disability
• Education/Tuition Assistance
• Volunteering Activities
• Employee Assistance Program (counseling services for employees & family members)