Route-To-Market Manager

Adapt and executes the right RTM including routes and distribution models to ensure the business growth profitability.

Strategies:

• Develop 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 & influence to invest 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

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.

Distributor:

• 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: 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.

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.

• Ensure the Distributor Management Process be duly complied

Education/Professional Qualification

• University graduate major in Business/Marketing of equivalent

Experience

• Experience: 5-year experience in same position, nationwide scope, ideally in milk or FMCG e.g drinks/tobacco...

• Experienced in developing new RTM models…

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

Personality:

• Proactive, self-starter

• Pragmatic problem solving in complex/ambiguous situations

• Highly motivated, energetic, enthusiastic and team oriented

• Strong team player