Delroy Trowers

I manage the business for BAT as a Multi-category Territory Manager managing the Nicotine Category Tobacco, Nicotine Pouches, and Vaping products in Toronto Ontario

• I am responsible for driving the overall business performance, ensuring regulatory compliance, and implementing strategic direction within my territory
• I am the Business Consultant, product knowledge expert, problem solver, and main point of contact for the Imperial Tobacco Retailers within the Territory
• It is my job to ensure that the company’s objectives are met in the Territory, to carry out the needed analysis within the territory to make strategic decisions, to ensure that the contracted stores are compliant with the company programs, and to develop and execute Sales & Marketing programs within the territory
• As the Territory Manager I also develop and manage the Budget for my territory
• KEY ACCOMPLISHMENTS
• BAT TM CIRCLE OF EXCELLENCE FULL-YEAR WINNER 2021 & 2023 – company TOP TERRITORY MANAGER PERFORMER award
• Average 3% Point Of Sales Growth in the Territory Key Account Contracted Stores Y-O-Y for the last 3 years
• Trained and mentored sales representatives in sales techniques and strategies.
• Researched competitor activity and used findings to develop sales growth strategies.

• In this role I managed the Fleet, EHS, Warehousing, Procurement, Stock Logistics, and Sales Administration (Back Office) departments for BAT Jamaica organization
• I was a member of the BAT Jamaica Finance Leadership Team helping to set the Strategic direction and Initiatives of the Finance department
• I Led the Global SAP Template and Operating model roll-out preparation team for BAT Jamaica; I led the SAP Procurement MSWES (Managing spending with external suppliers) Policy roll-out and Implementation in Jamaica
• Led the GHW (Graphic Pictorial Health Warnings) introduction into the Jamaica BAT market
• This major project required working closely with the global, cluster, and local Teams to ensure that the Jamaica market was compliant with the new government regulations
• KEY ACCOMPLISHMENTS
• Reduced fleet maintenance cost by over USD$200K in 4 months
• Successful roll-out of the GHW and the saving of over CAD$1M because of proper management of the logistic function

• Led RTM (Route-to-Market) project that:
• Identified the changing market environments and proactively addressed the Speed & Scale and Availability issues that faced the organization
• Implemented an efficient and effective Route to Market Distribution model – First of its type Alternative Distribution launched in the country
• Provided the base to fortify the Trade Marketing capabilities and gain a competitive advantage versus Competition in assigned market
• Worked towards reducing overall distribution costs
• KEY ACCOMPLISHMENTS
• Conceptualized, built, developed, rolled out, and managed an Alternative Distribution model consisting of over 35 New Sales Routes
• The Alternative Distribution model started as a Project and is now an official part of the Jamaica BAT operation
• Increased Weighted Distribution from 49% YE 2012 to over 68% YE 2013, Increased Numeric Distribution from 3,600 Direct Sales Service Customers YE 2012 to over 6,400 Direct Sales Service Customers YE 2013
• Reduced Distribution cost Y-O-Y 2012 vs 2013

• Developed and led strategic plans to defend BAT market contribution in an environment of excise adjustment, and Introduction of Tobacco regulation including the Dark Market environment
• Supported engagement efforts with Government Authorities backed by a commercial response aimed at protecting volume and market share through Anti Illicit Trade efforts
• Implemented strategic & tactical consumer/trade activities, and exploited distribution opportunities in the assigned BATCCA cluster countries namely Suriname, Guyana, Jamaica, and Trinidad and Tobago
• KEY ACCOMPLISHMENTS
• Developed and implemented Trade Marketing and Brand Marketing plans that resulted in an increase in brand presence in the markets by 25%, and led to a decrease of 30% in complaints to the CSR department
• Helped to conceptualize, develop, and implement Trade programs that resulted in increased sales for the period of 10%, and increased distribution of BAT products by 15%

• Managed the Corporate Sales Division, which included six Sales Offices with 55 employees and annual revenue exceeding US$200M annually
• Provided leadership and strategic direction to the Trade Marketing and Key Account Teams, including management of a Budget above CAD$20M
• Managed, developed, and coached managers within the TMD department for promotion within the organization
• Led the Demand Planning Process monthly to forecast products needed for sales
• Worked with Cluster, Country Manager, and local Team to ensure that objectives were aligned
• KEY ACCOMPLISHMENTS
• Surpassed Challenging Volume Target for the period Q1 2012 of 180 million sticks
• Oversaw the Personnel promotion within the organization of 10 persons within the Trade Marketing and Distribution Department during the period based on Coaching and Leadership

• Led a Sales Team of 28 persons that was responsible for 42% of the total sales of the Jamaica BAT organization
• Managed a budget of over CAD$5M per year to assist in achieving the company objective
• Developed and implemented Trade plans for my assigned area which aligns with the overall TMD and Company plan
• Provided feedback on the Demand and Cycle Planning process monthly for the creation of the overall Company Plan
• Launched numerous New Brands namely KOOL, Newport, Dunhill, and Pall Mall into the local market
• Was a key member of the Marketing Planning Team, the Credit Committee, and the Sales Volume Forecasting Committee
• Provided reports OTIF to analyze Sales, Brands, Personnel, and Distribution Plans performances and recommended and Implemented corrective measures when not performing to plan
• KEY ACCOMPLISHMENTS
• Increased the contribution in my assigned Sales Area to the overall performance of Jamaica BAT by 3% over two years
• Was instrumental in the launch of seven new SKUs introduced during the period including a GDB
• Managed the Grand Cayman market to an increase of 16% in overall sales volume over 12 months by designing and instituting a targeted marketing & sales program
• Won the Jamaica BAT Managing Director Award twice for displaying BAT LEADERSHIP CAPABILITIES while working

• Managed a Sales Team of 32 persons and 5 Regional Sales Offices generating USD$69 million annually
• In charge of the Development and Distribution of the Instant Win Scratchers game cards Island wide
• First time Instant Win Scratchers game Introduced in the market
• Developed the first Telesales Department within the company
• Managed the Key Account Portfolio

• Managed the SHELL COMPANY OWNED COMPANY OPERATED Retail Stores
• Managed a staff of 34 persons responsible for Coaching, Training, Hiring, and Compliance
• Profit & Loss accountabilities for Retail Store Operation
• Introduced the first SHELL ON THE RUN Retail Outlet concept to the Jamaican Market