Route to Market Manager

Responsibilities:

Route to Market Strategy & Optimization

Develop and implement RTM strategies to improve market coverage, outlet reach, and delivery efficiency.

Analyze and optimize distribution structure, outlet coverage, and channel performance.

Ensure RTM plans are aligned with business objectives and tracked through KPIs.



Sales Capability Development

Develop sales toolkits and training programs to enhance sales team effectiveness.

Strengthen capability in sales fundamentals, execution excellence, and customer engagement.

Track sales competency progress and continuously improve training content and delivery.



Commercial Execution Excellence

Work closely with Marketing, Supply Chain, and Finance on go-to-market plans, product launches, and trade activities.

Ensure strong in-store execution including product availability, visibility, promotion compliance, and merchandising standards.

Monitor trade investment ROI and drive continuous improvement in execution quality.



Sales Tools, Field Execution & Enablement

Drive adoption of automation tools, dashboards, and digital platforms to improve sales productivity.

Support PJP , outlet coverage optimization, call effectiveness, and opportunity tracking.

Ensure consistent tracking of customer visits, field execution, and sales activities.



Commercial Insights & Performance Analytics

Analyze sales and market data to identify execution gaps, growth opportunities, and performance issues.

Provide insights on sales execution, branch performance, OOS, SKU listing, merchandising compliance, and PJP adherence.

Support ROI tracking of trade investments and RTM performance optimization.

Convert data analysis into actionable recommendations and drive execution follow-through.



Stakeholder Collaboration

Collaborate with internal stakeholders and external partners to ensure alignment and execution excellence.

Participate in joint business planning, performance reviews, and channel discussions.

Ensure smooth execution of cross-functional initiatives across business units.



Requirements:

Bachelor’s degree in Business, Marketing, or a related field

Strong FMCG Route-to-Market experience is required.

Strong knowledge in PJP, outlet coverage, and field execution management.

Experience in active customer tracking and market execution review.

Strong analytical skills with ability to interpret sales and execution data.

Proficient in Excel, system/data analysis, and Power BI reporting.

Understanding of AI tools for data analysis and productivity support.

Hands-on, data-driven, and execution-focused mindset.

Ability to translate reports and data insights into clear actions and business improvements