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
Go- To- Market (GTM) Projects
• Monitor and report GTM project KPIs, identifying areas for continuous improvement.
• Collaborate cross- functionally with Marketing, Sales, and Supply Chain to ensure alignment of GTM projects with business objectives.
• Analyze market dynamics and customer segmentation to inform channel and route strategies.
• Support development and execution of GTM initiatives to drive availability, visibility, and distribution efficiency.
Master Coverage Plan (MCP) Management
• Analyze distribution gaps, channel productivity, and territory potential to recommend adjustments.
• Maintain and update the MCP to ensure optimal territory and outlet coverage.
• Ensure accuracy of outlet classification and channel mapping in the sales database.
• Coordinate with field teams to validate MCP data integrity and execution compliance.
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).
• Provide actionable insights to improve sales execution and efficiency.
• Evaluate sales effectiveness at distributor and sales representative levels.
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.
Route Optimization
• Support deployment of digital route management solutions and ensure adoption among field teams.
• 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.
Training & System Implementation
• Provide training and ongoing support to ensure field teams effectively adopt digital RTM tools for route and performance management.
• Support onboarding and capability training for new Sales Representatives (SRs) and Sales Supervisors (SSs) within the assigned areas.
• Leverage technology to enhance route and KPI analysis, and automate reporting processes where possible.
• Coordinate the implementation of new company policies or operational regulations (if any) related to RTM system operations and field execution.
