Position Title:  Territory Manager B2C (SB, AB - based in Sibiu)

B2C Territory Manager

Role Purpose

The B2C Territory Manager is fully accountable for the performance, operational excellence, and commercial impact of the Brand Retail network and Consumer Engagement infrastructure within the allocated region.

The role ensures flawless implementation of national strategies at regional level, drives acquisition and retention of adult nicotine users across channels, and delivers superior consumer experience through disciplined execution, team leadership, and data-driven decision making.

This position integrates Brand Retail performance, consumer conversion, and B2C engagement initiatives under one unified regional ownership model.

Key Responsibilities

1. Regional Strategy & Commercial Leadership

• Translate national Brand Retail and Consumer Engagement strategies into clear, measurable regional action plans.
• Develop and continuously update short- and long-term regional commercial plans focused on acquisition, retention, advocacy, and ROI.
• Identify local growth opportunities (events, partnerships, high-traffic areas, LAMP activations, strategic locations) and adapt national direction to regional specifics.
• Contribute to Brand Retail network architecture development (new openings, relocations, footprint optimization).
• Ensure omnichannel alignment between Brand Retail, Consumer Engagement, Digital, and Trade initiatives.

3. Brand Retail Operational Excellence

• Ensure full operational excellence across all Brand Retail units in the region in line with PMI standards.
• Supervise execution of launches, campaigns, and promotions; evaluate commercial impact at POS level.
• Oversee store operations: staffing structure, opening hours, stock flow, cash collection, VM compliance, service design.
• Conduct regular retail audits and define corrective action plans for performance gaps.
• Guarantee consistency of consumer experience across all retail touchpoints.

3. B2C Operational Excellence

• Develop and implement, based on the commercial cycle plan, the regional Consumer Engagement strategy to drive acquisition, retention, and advocacy of adult nicotine users.
• Design structured engagement plans by channel, defining required resources and activity calendars (daily, weekly, monthly, seasonal) to ensure effective territorial and channel coverage.
• Organize, coordinate, and supervise all Consumer Engagement activities to ensure achievement of defined KPIs, including BAM, engagement contracts (volume and quality), territorial coverage, and seasonal activations.
• Ensure full operational excellence across all Brand Retail units in the region, in accordance with PMI standards, commercial priorities, and compliance requirements.
• Supervise execution of launches, campaigns, and promotional initiatives, assessing their commercial effectiveness and taking corrective actions where required.
• Oversee store operations, including staffing structure, scheduling, stock management, cash collection processes, visual merchandising compliance, and service delivery standards.
• Conduct regular operational audits and define corrective action plans to address performance gaps and ensure continuous improvement.
• Guarantee consistency and high-quality consumer experience across all retail and engagement touchpoints, ensuring a seamless and integrated B2C journey.

4. Team Leadership & Capability Development

• Lead and develop regional teams (Area Sales Managers, Store Managers, Field Trainers, B2C activation staff).
• Set SMART objectives and performance KPIs aligned with commercial targets.
• Conduct structured performance reviews and provide ongoing coaching and feedback.
• Build a culture of accountability, ownership, and continuous improvement.
• Manage recruitment, onboarding, training, and development plans.
• Strengthen organizational capabilities required to implement commercial strategy.
• Develop and maintain strong relationships with 3rd party providers to ensure alignment with PMI standards and objectives.

5. Budget & Resource Management

• Prepare and propose regional operational plans and budgets.
• Monitor implementation and ensure efficient use of resources.
• Manage consumer engagement budget, incentive programs, staffing costs, and travel expenses.
• Propose regional investments (local activations, repairs, relocations) and assess commercial and financial impact.
• Implement cost optimization plans aligned with national priorities.

6. Performance Monitoring & Data-Driven Decision Making

• Monitor daily and weekly KPIs: traffic, conversion, sales, NPS, mystery shopper scores, team turnover, acquisition and retention metrics.
• Use business intelligence to identify risks, opportunities, and improvement areas.
• Deliver structured performance reports to HQ.
• Actively contribute to cross-functional projects through operational insights.
• Ensure continuous optimization of regional commercial performance.

7. Compliance, Governance & Safety

• Ensure full compliance with PMI internal policies, Code of Marketing, and Business Conduct standards.
• Promote and enforce safety, security, and environmental procedures.
• Ensure proper maintenance and use of company assets.
• Lead audit readiness and corrective action implementation.
• Provide commercial guidance aligned with Youth Smoking Prevention principles.
• Fulfill Health & Safety responsibilities according to company standards.

Candidate Profile

Education

• University degree in Business, Commerce, Marketing (preferred).

Experience

• 4–5 years experience in FMCG / premium B2C sales.
• Minimum 2–3 years experience in team management.
• Experience in Brand Retail and/or Consumer Engagement infrastructure.
• Experience managing 3rd party providers.
• Strong operational and commercial background.
• Fluent English.
• Valid driving license.

Key Competencies

• Strong leadership and people development skills.
• Strategic and analytical mindset with pragmatic execution.
• Data-driven performance management orientation.
• Excellent communication and influence skills.
• Planning, prioritization, and resource allocation capability.
• Agility and ability to operate in ambiguity.
• Strong consumer-centric approach.