1. Route-to-Market (RTM) & Market Development
Collaborate closely with the Sales team to design, review, and optimize sales routes in order to improve market coverage and execution efficiency.
Conduct regular market visits to identify opportunities for new customer acquisition, distribution expansion, and new SKU penetration.
Investigate and identify barriers that impact new customer acquisition and new SKU listings across different channels and territories.
Provide recommendations and action plans to improve route effectiveness, customer coverage, and market penetration based on field observations and data analysis.
Support the implementation and continuous improvement of RTM strategies to drive sustainable business growth.
2. Cross-Functional Coordination & Problem Solving
Consolidate findings, root causes, and challenges identified during market visits that affect customer acquisition and SKU expansion.
Work closely with cross-functional teams including Sales CAP, Category Management,
Trade Marketing, Supply Chain, R&D, and other relevant departments to develop and implement solutions.
Monitor the progress and effectiveness of corrective actions to ensure timely resolution of market issues.
Act as a bridge between field operations and internal stakeholders, ensuring market feedback is communicated and addressed effectively.
Support initiatives that improve customer development, product availability, and execution excellence.
3. Sales Performance & Productivity Management
Monitor and analyze sales performance through key reports such as Visit Reports, Daily Sales Reports, and other RTM-related KPIs.
Evaluate sales productivity, customer coverage, call frequency, execution quality, and territory performance.
Work directly with
Sales Managers and field sales teams to identify performance gaps and improvement opportunities.
Develop action plans and follow up on execution to drive continuous improvement in sales productivity and effectiveness.
Provide regular performance reviews and recommendations to support achievement of business objectives.
4. Data Analytics & System Management
Manage and maintain the accuracy and integrity of data across DMS, CRM, and business reporting systems.
Develop a strong understanding of data flows and operational processes within systems such as MISA DMS, MBW, CRM, and Power BI.
Analyze sales, customer, and market data to generate actionable business insights.
Design, build, and maintain Power BI dashboards and reports to support KPI tracking, sales performance management, and RTM effectiveness.
Support system administration, user training, and troubleshooting related to data and reporting tools when required.
Ensure consistency and reliability of data used for business decision-making.
5. Reporting & Business Insights
Consolidate, analyze, and present RTM and sales performance reports on a regular basis.
Provide actionable insights and recommendations to improve customer coverage, customer acquisition, SKU penetration, and sales effectiveness.
Support management in identifying growth opportunities and optimizing Route-to-Market strategies.
Prepare ad-hoc analyses and presentations to support business planning and decision-making.
Bachelor's degree in Business Administration, Economics, Data Analytics, Marketing, or related fields.
At least 2 years of experience in Sales Operations, Route-to-Market (RTM), Commercial Excellence, Business Analytics, or related functions.
Willingness to travel frequently and conduct field visits to understand market dynamics and support sales execution.
Strong analytical skills with the ability to translate data into actionable recommendations.
Advanced proficiency in Excel and Power BI, including dashboard development and data modeling.
Hands-on experience with DMS, CRM, ERP, or sales automation systems is highly preferred.
Strong communication, problem-solving, and stakeholder management skills.
Ability to work cross-functionally and effectively influence sales teams toward performance improvement.
