Thông Tin Tuyển Dụng
Route-to-Market Manager (RTM Manager)
Cấp bậc | Quản lý |
Lương | $ Cạnh tranh |
Hết hạn nộp | 05/05/2024 |
Ngành nghề | Bán hàng / Kinh doanh |
Kinh nghiệm | Trên 5 Năm |
Địa điểm
Hồ Chí Minh
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 distibution 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
• Outgoing, comfortable in bar/nightclub drinking environment
• Strong team player
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