[Miền Trung]Route To Market Manager

Seize the RTM opportunities to grow:
Collaborate with Regional Sales Manager & Commercial Team to develop and implement a solid and optimal RTM strategy across channels (General Trade/Modern Trade/Special Accounts) in assigned territories including:
- Design sales force structure, headcount, salary structure (fixed and variable pay) and KPI setting
- Define and refine process & guideline to develop RTM capability and deliver trainings to Sales force
- Diversify customer to serve shopper; define customer classification and channel mapping
- Define optimal distribution model (direct / in- direct / whitespace) in both urban and rural area
- Develop RTM deployment toolkit, execution guideline, performance metrics (i.e distribution, coverage, SFE … ) and management dashboard
Implement RTM strategy with flawless execution:
- Ensure RTM guidelines are followed as designed i.e distributor infrastructure, route standard, monthly coverage plan (MCP) and the sales force span of control
- Contribute in shaping distributor strategy: classification/ segmentation and trade terms to strengthening strategic partnership with distributors
- Implement RTM strategy including (but not limited to) deploy RTM model and manage Sales force execution
- Partner with Regional Sale Manager (RSM) and Commercial team to implement and continuously enhance RTM strategy performance
- Monitor RTM performance metrics leveraging internal performance dashboard and external data i.e Nielsen data, conduct ROI evaluation of RTM model in assigned territories for key stakeholders
- Continuously enhance field force productivity and efficiency via refining sales structure, distribution model, and improving sales policies/ programs (i.e target setting/ monthly KPIs and incentives; adhoc rewards & performance boosting)
Develop field force and ensure quality of execution:
- Track and monitor the compliance of field force and distributors with RTM guideline (i.e MCP, route standard, store opening, order generation…) via daily monitoring with control system in place
- Corporate with Audit Manager and RSM to facilitate field audit as per audit agenda
- Enhance the RTM capability of field force and monitor execution compliance in assigned territories
- Partner with Sales Capability Manager to identify the training needs and implement training agenda to field force (SS/ASM)
Other RTM accountabilities
- Other RTM initiatives as per assignment of NTW RTM Manager to improve numeric and weighted distribution of FCV products (i.e route to consumer, e- com expansion)
- Work with multi partnerships internally and externally (i.e Sales Ops, CCD, SC, vendor) to accelerate the growth of FCV in the market

- Monthly allowances (Transportation, Phone)- Monthly Sales incentives- 13th Salary- Company Bonus
Personal laptop provided
Premium health care insurance

Cập nhật gần nhất lúc: 2025-11-26 17:55:02