- Job Title: Trade Marketing Representative
- Company: JT International S.A.
- Location: Riverside, California, United States
- Job Type: On-site
- Category: Sales & Marketing
- Date Posted: May 6, 2025
🚀 Job Overview
Key aspects of this role include:
1. Sales & Merchandising: Implement comprehensive sales and merchandising programs for retail accounts to drive sales growth.
2. Territory Management: Manage a designated geographic territory and achieve results within that area.
3. Customized Sales Programs: Customize sales programs to meet the specific needs of each account.
4. Travel Requirements: Travel ranging from 25% to 75%, depending on the size of the territory, with an average of 1-3 nights per week.
ASSUMPTION: This role requires a high level of self-motivation, adaptability, and strong communication skills to succeed in a dynamic, fast-paced environment.
📋 Key Responsibilities
- Execution Planning:
- Determine visit frequency based on customer prioritization.
- Contribute to decision-making regarding which activities to implement at outlets.
- Coordinate visit timing with customers to maximize impact.
- Plan calls based on sales data to ensure optimal outcomes.
- Strategic Insights & Business Advice:
- Leverage local knowledge to identify opportunities for inclusion in the Cycle Plan.
- Analyze JTI Liggett activity and program performance to inform future planning.
- Monitor competitor and retailer activity within the respective territory and outlets.
- Present JTI Liggett sales data provided by the Head Office.
- Educate and guide outlets on effective tobacco category management.
- Strategically utilize business insights to strengthen sales arguments.
- Negotiation & Selling Process (Double Win):
- Negotiate short-term sell-out volume agreements to boost JTI Liggett sales.
- Ensure product placement aligns with agreed planograms and checks compliance with contractual standards.
- Apply an advanced selling process, aligning JTI Liggett product benefits with customer needs.
- Proactively anticipate and address objections, securing commitment by highlighting the overall benefits of the JTI proposal.
- Ensure correct selling price points and required JTI Liggett SKUs are listed.
- Logistics:
- Merchandise stock and educate store staff on the importance of product availability.
- Place or manage top-up orders on behalf of the retailer.
- Performance:
- Evaluate individual performance against set objectives and identify opportunities for future improvement.
- Record results relative to objectives in Synergy or a similar system.
- Other:
- Manage various tasks and projects as they arise or as requested by the manager.
ASSUMPTION: This role requires strong organizational skills, attention to detail, and the ability to manage multiple tasks and projects effectively.
🎯 Required Qualifications
- Education: High School Diploma required; additional education preferred.
- Experience: Minimum of 3 years of experience in FMCG sales.
- Required Skills:
- 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.
- Preferred Skills:
- Bilingual or multilingual skills.
- Experience with retail sales or merchandising.
- Familiarity with the tobacco industry.
ASSUMPTION: Candidates with experience in FMCG sales, retail sales, or merchandising, as well as those with bilingual or multilingual skills, may have an advantage in this role.
💰 Compensation & Benefits
- Salary Range: $55,000 - $75,000 per year (based on industry standards for experience level and location)
- 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)
Working Hours: Full-time, 40 hours per week, with flexibility for travel requirements.
ASSUMPTION: The salary range provided is an estimate based on industry standards for experience level and location. Actual salary may vary based on the company's internal compensation structure and the candidate's qualifications.
📌 Applicant Insights
🔍 Company Context
- Industry: Tobacco Manufacturing
- Company Size: 10,001+ employees
- Founded: 1907 (as Japan Tobacco Inc.)
- Company Description: JTI is a global tobacco and vaping product company, operating in over 130 countries. They are committed to creating fulfilling moments and a better future for their consumers, employees, and communities.
- Company Specialties: Supply Chain, Marketing, Corporate Affairs, Regulatory Affairs, Agricultural Operations, Research & Development, Consumer Electronics, Human Resources, Careers, International Mobility, Training, Finance, Graduates, and Interns.
📊 Role Analysis
- Career Level: Mid-level
- Reporting Structure: This role reports directly to the Territory Manager or a similar position within the company's sales organization.
- Work Arrangement: On-site, with travel requirements ranging from 25% to 75% depending on the territory size.
- Growth Opportunities: Potential career growth opportunities may include promotions to Territory Manager, Senior Trade Marketing Representative, or other relevant roles within the sales organization.
🌍 Location & Work Environment
- Office Type: Field-based, with occasional travel to the company's regional office or headquarters.
- Office Location(s): Riverside, California, United States (primary location); additional offices may be located in nearby cities or regions.
- Geographic Context: Riverside, California, is located in the Inland Empire region of Southern California, approximately 60 miles east of Los Angeles. It offers a mix of urban and suburban environments, with a population of over 300,000 people.
- Work Schedule: Full-time, with flexible hours to accommodate travel requirements and customer needs.
ASSUMPTION: Candidates should be comfortable with frequent travel and have a valid driver's license and reliable transportation.
💼 Interview & Application Insights
- Typical Process: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.
- Key Assessment Areas: Sales skills, communication skills, analytical skills, problem-solving skills, and cultural fit.
- Application Tips:
- Tailor your resume and cover letter to highlight relevant experience and skills for this role.
- Prepare for behavioral interview questions that focus on your sales experience, problem-solving skills, and adaptability.
- Research the company and industry to demonstrate your enthusiasm and understanding of the role.
🛠️ Tools & Technologies
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Synergy (reporting & data)
- Salesforce or similar CRM platforms
- Google Maps or other navigation tools
- Merchandising and inventory management software
👔 Cultural Fit Considerations
- Company Values: Integrity, Trust, Empowerment, and Freedom (freedom of choice, freedom of thought, freedom of expression, and freedom to be yourself).
- Work Style: JTI values accountability, ownership, results, and collaboration. Employees are expected to take initiative, work independently, and contribute to a positive, inclusive work environment.
- Self-Assessment Questions:
- How do you align with JTI's values, specifically 'Freedom' and 'Empowerment'?
- How do you ensure high-quality customer interactions while working independently in the field?
- How do you balance the need for results with maintaining strong customer relationships?
⚠️ Potential Challenges
- Travel Requirements: Frequent travel may present challenges for candidates with personal or family commitments.
- Work Environment: The role may involve working in various retail environments, which can be noisy, crowded, and fast-paced.
- Regulatory Environment: The tobacco industry is heavily regulated, and candidates must be comfortable working within these guidelines.
- Sales Pressure: The role requires meeting sales targets and may involve working under pressure to achieve results.
📈 Similar Roles Comparison
- Responsibilities: This role is similar to other Trade Marketing Representative or Field Sales Representative positions in the FMCG industry. However, it may have more emphasis on merchandising and strategic insights compared to other roles.
- Industry-Specific Context: The tobacco industry has unique regulations and market dynamics that may differ from other FMCG sectors.
- Career Path Comparison: This role can serve as a stepping stone to management positions within the sales organization or other related fields, such as marketing or category management.
📝 Sample Projects
- Developing and implementing a successful sales promotion for a new product launch.
- Negotiating a favorable trade agreement with a key retail customer to boost sales in a specific territory.
- Analyzing sales data to identify trends and opportunities for improved performance in a designated geographic area.
💡 Key Questions to Ask During Interview
- What are the key priorities for this role in the first 30-60-90 days?
- How does the company support the professional development of its employees?
- What are the most challenging aspects of this role, and how can I best prepare for them?
- How does the company measure success in this role, and what are the key performance indicators (KPIs)?
- What opportunities are there for growth and advancement within the sales organization?
📌 Next Steps for Applicants
- To apply for this position:
- Submit your application through [this link](https://jobs.jti.com/job/RIVERSIDE-CA-Trade-Marketing-Representative-%28Riverside%2C-CA%29-CA-00000/1200389501/).
- Tailor your resume and cover letter to highlight relevant experience and skills for this role.
- Prepare for behavioral interview questions that focus on your sales experience, problem-solving skills, and adaptability.
- Research the company and industry to demonstrate your enthusiasm and understanding of the role.
- Follow up with the hiring manager, Luis da Silva (luis.bexigadasilva@jti.com), if you have any questions about the application process.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
