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When I graduated with a degree in French and Spanish from Edinburgh University, I'd already decided I wanted to go into sales. I went through the FTSE 100 looking for FMCG companies and then found the ad for Imperial Tobacco in the Scotsman.
After completing a six months probationary period I covered the Edinburgh area on a temporary basis before being awarded my own territory in The Borders. Just two years after joining the company I was appointed Multi Trade Supervisor covering Scotland and the North East of England. In this role I was responsible for a team of eight Multiple Trade Representatives. Two and half years later I was appointed Field Trainer responsible for Scotland and the North of England. No sooner had I started this job and I was on the move again becoming an Area Sales Manager, my current position.
I have now been Area Sales Manager for Glasgow and the South West of Scotland for over three years, a role that a thoroughly enjoy. I currently manage ten Field Sales Representatives, who are responsible for developing Imperial Tobacco's products within Independent retail outlets. I am responsible for the training and development of my team. I set targets and carefully monitor the performance of my team in order to ensure commercial objectives are met within my area. The most rewarding part of this job is realising the achievement of results through the hard work and determination of a productive, dedicated sales team.
Working with a great team of individuals, the fact that every day is different and challenging and being able to implement different working practices.
Busy! Most of my time is spent on field visits with my team. We spend time within their calls and assess how they can drive the business within their own territory. In my area we have 2600 outlets across ten different territories, being covered by ten different representatives meaning every day is different. That is one of the great things about my role.
Good communication skills are essential. The Area Sales Manager is a facilitator of information and the ability to communicate effectively at all levels is paramount. You need to be approachable because it is important that the team members feel that they can come to you with any concerns or queries. Man-management experience is also beneficial along with a knowledge of the sales representative's role. These skills combined with a level of commercial knowledge enable you to make important decisions which impact on the area.
At this point in time I am very satisfied with my position as Area Sales Manager. I have been in the role for a year now however have a great deal more to learn and achieve within the area. In the future I may decide that I would like to explore other avenues however I would like to develop my skills in this role first.
I have thoroughly enjoyed working for Imperial Tobacco for the past six years and have no desire to seek employment elsewhere. If you are a hard working, driven individual who has the relevant competencies to progress the company will invest time and money in fulfilling your ambition. The representative's role is enjoyable, however demanding but if you are prepared to work hard you will gain great satisfaction through the results you achieve in developing your territory.
Information is correct at 10 March 2008.