Route To Market Manager (Rtm Manager)

1. Strategies:

• Execute an RTM Roadmap aligned to sales growth initiatives.

• Ensure alignment with channel partners on integrated RTM model and driving RTM execution. Manage interactions with distributors in RTM Capability & Infrastructure.

• Align and cooperate with ASM, RSM to roll out and deploy RTM initiatives.

• Lead the implementation & transfer of best practices in RTM across territories.

• Coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls & reporting are in place to meet statutory & company requirements.

• Analyze, evaluate and assist Sales Team to develop and deploy right RTM.

2. Sales:

• Understanding of Nielsen Data and building the RTM strategy based on the key observations; analyze information and insights against KPIs at a Territory level.

• Drive continuous business improvement in the secondary sales to optimize route productivity and cost efficiencies.

• Sales data analysis & competitor benchmarking.

3. Distributor management:

• Propose goals and KPIs for distributor activities and track ongoing results.

• Analyze distribution matrix and territory mapping to address growth/ expansion opportunities, provide suitable solutions/ RTM models to improve (strengthening, expanding, trade segmentation, outlet classification, routing, re-routing…).

• Analyze and evaluate distributors’ operation profitability (Distributor Assessment), align with Sales Management Team and Distributors on remedial Improvement Plans and Development Plans for 1-3 years where applicable. Follow up implementation and improvements of Sales Team and Distributors.

• Contribute in shaping distributor strategy/planning: classification/ segmentation and trade terms to strengthening strategic partnership with distributors.

• Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.

• Review and optimize Distributor Management Process (open/close, including distribution requirements i.e warehousing, route coverage, tools, finance, back office systems, organizational structure; new route, merging route…), cascade and follow up.

• Assess training needs at distributor level and provide inputs to trade development team - distributor development program.

4. Other accountabilities:

• Work closely with Sales Cap, Trade Marketing, MT to have better alignments related to distribution system, and leverage the system for business growth.

• Budget management.

• Join sales automation projects.