The Role

The Organised Territory Manager (TM) is the key contact for retail customers, driving strategies to increase volume, market share, and profit. Deep understanding of organised retail dynamics, customer needs, and buying behaviours—extending beyond Tobacco into broader FMCG categories.

Focus on key segments (grocery, petrol, convenience) to generate demand through retailer engagement and product education, meeting individual and team goals while setting best practice standards.

Ensure compliance with trading terms, and identify growth opportunities within existing accounts. Oversee order management and reporting to ensure product availability, visibility, and optimal performance.

Use market knowledge to build strong retailer relationships, while collaborating internally to ensure efficient processes and exceptional in-store execution aligned with company KPIs. Role reports to Area Sales Manager and is Auckland, New Zealand based. An inclusive, innovative global FMCG business supported by 25,000 employees.

Principle Accountabilities

• Convert data into dollars: Identify and reach out to established organised channel through call cycle visits. Consistently achieve sales targets, execute call steps, and align Imperial’s portfolio with retail strategies to maximize profitability.

• Product knowledge and demonstrations: Understand the company’s products or services thoroughly and effectively communicate their value to prospective clients, often through presentations or demos.
• Sales negotiation and closing deals: Manage the sales process from initial contact to contract signing—handling objections, negotiating terms, and closing deals.
• Customer relationship management: Maintain strong relationships with existing clients to ensure satisfaction, encourage repeat business, and generate referrals.
• CRM and reporting: Keep detailed records of sales activities and customer interactions in a CRM system; report regularly on pipeline status, sales goals, and market feedback.
• Ensure compliance with health and safety regulations, participate in training, and contribute to cross-functional projects.

Skills and Experience Required

• Seasoned professional with extensive experience in direct selling, FMCG/ organised retail channels including grocery, petrol, and convenience.
• Sustain strong commercial relationships with retail partners, internal stakeholders.
• Track record of accurately managing and processing customer orders, ensuring operational excellence.
• Proficient in commercial negotiation, data analysis, and delivering high-impact sales presentations, consistently closing deals and achieving profitable growth.

What We Offer

An inspiring place to work and a collaborative work environment. Here at Imperial we will give you the opportunity to grow and learn, innovate at pace and be a part of our purpose to forge a path to a healthier future for moments of relaxation and pleasure for our consumers.

• Competitive salary package and benefits.
• A supportive and collaborative team culture.
• Hybrid/flexible working opportunities and travel opportunities.
• Opportunity to work in a challenging and dynamic environment.
• Four weeks annual leave.

Everyone Belongs

Everyone belongs in Imperial. We are proud of being a truly inclusive organisation. We encourage and welcome applications from people of all ages, genders, ethnicities, nationalities, disabilities, sexual orientation, religions or beliefs and of neuro divergence. We give fair and equal consideration to all our applicants. Please contact us at recruitment@impbrands.com to let us know if we can provide support in helping you complete an application and/or attend an interview.

About Us

We're a truly international company, fourth largest in our industry and operating across 120 markets. An inclusive, innovative global FMCG business supported by 25,000 employees. As we embrace a new era of growth, we are transforming. Our ways of working and culture are driven by a challenger mindset, constantly questioning the status quo where people can bring their best selves to work. Our agility and collaboration are driving our ambitions, innovation and success all supported by our award-winning development programmes that creates exciting and rewarding career opportunities for all. Encouraging inclusion at local levels and supporting a developing and robust diversity agenda globally, we’re fully committed to creating and maintaining an environment that celebrates and respects difference.

As a matter of policy, Imperial Tobacco or its subsidiaries never requests or requires payment as part of any recruitment process.