Route To Market Senior Supervisor

The RTM Senior Supervisor supports the strategic design, implementation, and optimization of the company’s route-to-market (RTM) framework. This role ensures optimal market coverage, efficient sales execution, and data-driven performance management across Go-To-Market projects, Master Coverage Plan management, sales effectiveness tracking, and incentive programs.

Key Responsibilities

1. Go-To-Market (GTM) Projects

• Support development and execution of GTM initiatives to drive availability,

visibility, and distribution efficiency.

• Analyze market dynamics and customer segmentation to inform channel

and route strategies.

• Collaborate cross-functionally with Marketing, Sales, and Supply Chain to

ensure alignment of GTM projects with business objectives.

• Monitor and report GTM project KPIs, identifying areas for continuous

improvement.

2. Master Coverage Plan (MCP) Management

• Maintain and update the MCP to ensure optimal territory and outlet

coverage.

• Analyze distribution gaps, channel productivity, and territory potential to

recommend adjustments.

• Ensure accuracy of outlet classification and channel mapping in the sales

database.

• Coordinate with field teams to validate MCP data integrity and execution

compliance.

3. Sales Effectiveness KPIs Tracking

• Develop and maintain dashboards and reports to monitor key sales and

RTM performance metrics (e.g., strike rate, outlet coverage, call

productivity).

• Evaluate sales effectiveness at distributor and sales representative levels.

• Provide actionable insights to improve sales execution and efficiency.

4. Distributor / Sales Rep / Sales Supervisor Incentive Analysis

• Design and evaluate incentive schemes aligned with RTM objectives and

performance targets.

• Track and analyze payout effectiveness, ROI, and behavioral impact of

incentive programs.

• Recommend data-driven adjustments to improve motivation and fairness

in incentive systems.

5. Route Optimization

• Conduct periodic route audits to ensure optimal route design for cost

efficiency and service frequency.

• Leverage route planning tools and analytics to enhance visit productivity

and reduce travel time.

• Support deployment of digital route management solutions and ensure

adoption among field teams.

6. Training & System Implementation

• Support onboarding and capability training for new Sales Representatives

(SRs) and Sales Supervisors (SSs) within the assigned areas.

• Coordinate the implementation of new company policies or operational

regulations (if any) related to RTM system operations and field execution.

• Provide training and ongoing support to ensure field teams effectively

adopt digital RTM tools for route and performance management.

• Leverage technology to enhance route and KPI analysis, and automate

reporting processes where possible.

• Bachelor’s degree in Business, Economics, Marketing, or related field.

• 3–5 years of experience in Sales Operations, Route to Market, or Commercial Planning roles.

• Strong analytical, numerical, and Excel/Power BI skills.

• Experience with FMCG or distribution-based business models preferred.

• Excellent communication and presentation skills.