Career profiles
Choose an employee to find out what it's really like to work for us.
Lee Crawley
Area Sales Manager
Located: West Coast of Scotland (Glasgow to Stranraer)
Joined: October 1998
Can you tell us about your education and training?
“I obtained an MA Honours Degree in Spanish from Edinburgh University. I joined Imperial Tobacco after university as a Trainee Representative. During a six-month probationary period I was trained in all aspects of the sales representative’s role from learning the administrative aspects through to selling skills.”
How has your career developed at Imperial Tobacco?
“After completing a six-month 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.”
Can you tell us about your role?
“I manage a team of ten sales representatives who between them cover approximately 2,600 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.”
What are the main challenges?
“My team faces a great deal of challenges due to the strong competition within our area. Gallaher has the higher market share within the Glasgow area and the number one best-selling brand, Mayfair. As a team our challenge is to grow our brands to gain market share and in turn attempt to thwart the growth of Mayfair.”
What do you like most about your job?
“I thoroughly enjoy working with my team and in particular spending time in the field with them to gain an insight into the variations that exist within their areas.
“I am particularly pleased that they have achieved fantastic results and grown the business within our region.”
Which aspects do you find most rewarding?
“It is rewarding to see individuals within my team promoted within the company, through their own efforts to succeed. It is also rewarding to see the great results achieved by my team. These results highlight the hard work they put in, not only as individuals but as a team.”
Tell us three things you like about the job.
“Working with a great team of individuals, the fact that every day is different and challenging and being able to implement different working practices.”
What’s a typical day at work for you?
“Busy! Most of my time is spent on field visits with my team. We spend time together during their calls and assess how they can drive the business within their own territory.
“In my area we have 2,600 outlets across ten different terrorities, being covered by ten different representatives meaning every day is different. That is one of the great things about my role.”
How are you rewarded for your efforts?
“I am financially rewarded through my salary, however, in my opinion the best reward is when the team is successful through the efforts of ten committed individuals to achieve results.”
What are the particular requirements and skills you need to do your job?
“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.”
Do you travel often?
“I live in Edinburgh; through choice therefore I have to travel every day to meet my team. However, I only stay away overnight on average three times a month, normally for meetings.”
Why did you join Imperial Tobacco?
“I joined Imperial Tobacco because I wanted to have a career in sales with a well-established FMCG company. The training that Imperial Tobacco offers is highly regarded within the industry and I wanted to join a company that valued and invested in its people.”
How do you see your career developing at Imperial Tobacco?
“At this point in time I am very satisfied with my position as Area Sales Manager. I have been in the role for three and a half years now. However, I 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.”
What would you say to someone thinking about joining Imperial Tobacco?
“I have thoroughly enjoyed working for Imperial Tobacco for the past nine 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.”
