Route to Market and Sales Capability Manager

Responsible for designing and implementing RTM strategies and plans, to secure Bel products effective "visible distribution" and "constant availability" in all targeted customers and outlets at best cost-to-serve. He/she is in charge of stores segmentation by channel and thus optimizing the number of intermediaries in the commercialization of a product, selecting the best partners. He/she shall guarantee that our targeted assortment by store type is delivered at the right time, to the right store and in the best conditions. RTM manager role is critical in markets where fragmented channels are dominant (eg. Traditional trade) and is fluent with wholesaling and distributor models.
The RTM & Sales Capability manager shall assess the monthly effectiveness of RTM strategies (NS and costto-serve optimization, distribution efficiency). He/she will:
- Make sure RTM is constantly in line with / is serving the BEL Commercial Strategy at BU level, in a
profitable way.
- Make sure Bel Distributors operate in line with Bel Standards, Process and Tools as per the BelWay Distributor Management Playbook
- Lead on time RTM plans and transitions without losing NS or profit.
- Responsible for implementing sales fundamentals, training programs, motivation programs to improve sales capability and productivity. Implementing and sustaining "1 Sale Organization" modules to develop sales capability for all channels.
PERIMETERS OF THE JOB
Number of reports (direct & indirect): 5
RESPONSIBILITIES - WHAT DOES SUCCESS LOOK LIKE?
- Design and implement RTM strategies and prove their effectiveness and financial profitability.
- Ensure that each product reaches its final client in the optimal way, avoiding useless intermediaries.
- Work closely with logistical teams to foster cost saving, RTM efficiency and find the best RTM
strategies.
- Prove a deep knowledge of each channel's logistical constraints and specificities and build relevant
RTM strategies.
- In link with sales activation roadmap, propose an adapted RTM activation roadmap and give clear guidelines to implement these actions.
- Prioritize RTM activations, to perfectly serve Sales objectives.
- Ensure the alignment between sales, financial and logistical teams to find cost saving.
RTM: 70%
- Provide a clear vision and insights on the customers total universe and relevant universe to Bel categories.
- Lead Census Operations.
- Supervise Routes creation / optimization process
- Provide a clear vision on channels organization in the market (whether activated by Bel or not)
- Manage a reliable and up-to-date customers data base per channel.
- Collaborate with IT Teams to implement and manage daily Sales Force Automation Tools (HHT...)
- Provide regular reporting and insights on Bel Vs competition coverage / Distribution performance by channel (numeric / weighted distribution, SISH...) C2 - Internal
- Ensure a close tracking of the cost to serve by channel in collaboration with Finance partner.
- Provide supply chain team with inputs to planning forecast
- Lead sales operation team to maintain & improve the sales operation effectiveness.
Sales Capabilities Developments: 30%
- Lead Sales Competencies development agenda, from need analysis to designing training framework ensuring the right level of competencies are equipped for all Sales levels, aligned with Group Sales Competencies Framework
- Ensure the sales training plans are rolled out as planned
- Build E-learning tool for sales team.