Route To Market Manager (RTM Manager)

MAIN TASKS:

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

REQUIREMENTS:

1. Education/Professional Qualification:

• University graduate major in Business/Marketing of equivalent

2. Experience:

• Experience: 3-5-year experience in similar position, nationwide scope, ideally in milk or FMCG e.g drinks/tobacco...
• Experienced in developing new RTM models/ initiatives as an advantage

3. Skills:

• Excellent commercial sense
• Excellent analytical and strategic thinking skills
• Good planning, implementation and presentation
• Excellent sales orientation mindset and strong collaboration skills,
• Ability to convince/influence on VP Sales, SD, RSM, ASM and Distributors
• Fluent communication in both Vietnamese & English
• Project management
• Data handling & analyzing

4. Personality:

• Proactive, self-starter
• Pragmatic problem solving in complex/ambiguous situations
• Highly motivated, energetic, enthusiastic and team oriented
• Strong team player

WORKING PLACE: Nationwide

• Ho Chi Minh City
• Western Region
• Coastal Region