Regional Route To Market Manager (South East)CÔNG TY TNHH FRIESLANDCAMPINA VIỆT NAM

Key objectives
• Continuously improve sales productivity by driving optimal Route to Market (RTM) strategy with flawless execution and enhancing Sales Effectiveness
Job Responsibilities
1. 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:
• Diversify customer to serve shopper; define customer classification and channel mapping
• Define the optimal distribution model (direct / in-direct / whitespace) in both urban and rural areas
• Design sales force structure, headcount, salary structure (fixed and variable pay) and KPI setting
• Define and refine processes & guidelines to develop RTM capability and deliver training to Salesforce
• Develop RTM deployment toolkit, execution guideline, performance metrics (i.e distribution, coverage, SFE ... ) and management dashboard
2. Implement RTM strategy with flawless execution:
Partner with Regional Sale Manager (RSM) and Commercial team to implement and continuously enhance RTM strategy performance
• Implement RTM strategy including (but not limited to) deploy RTM model and manage Salesforce 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 to shaping distributor strategy: classification/ segmentation and trade terms to strengthen strategic partnerships with distributors
• Continuously enhance field force productivity and efficiency via refining sales structure, and distribution model, and improving sales policies/ programs (i.e target setting/ monthly KPIs and incentives; ad-hoc rewards & performance-boosting)
• 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
3. Develop field force and ensure the quality of execution:
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 (SE/ASM)
• Track and monitor the compliance of field force and distributors with RTM guidelines (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
4. Other RTM accountabilities
• Work with multi-partnerships internally and externally (i.e Sales Ops, CCD, SC, vendor) to accelerate the growth of FCV in the market
• 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)