Adapt and executes the right RTM including routes and distribution models to ensure the business growth profitability.
Strategies:
• Align and cooperate with ASM, RSM to roll out and deploy RTM initiatives.
• Analyze, evaluate and assist Sales Team to develop and deploy right RTM
• 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.
• Ensure alignment with channel partners on integrated RTM model and driving RTM execution. Manage interactions with distributors & influence to invest in RTM Capability & Infrastructure.
• Develop an RTM Roadmap aligned to sales growth initiatives.
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:
• Support Distributor&039;s adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.
• 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.
• 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.
• Contribute in shaping distributor strategy: classification/ segmentation and trade terms to strengthening strategic partnership with distributors.
• 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…)
• Assess training needs at distributor level and provide inputs to trade development team.
• Propose goals and KPIs for distributor activities and track ongoing results.
Other accountabilities:
• Ensure the Distributor Management Process be duly complied
• Work closely with Sales Cap, Trade Marketing, MT to have better alignments related to distribution system, and leverage the system for business growth.
