Route-to-Market Manager (Mekong)
Continuously improve sales productivity by driving optimal Route to Market (RTM) strategy with flawless execution and enhancing Sales Effectiveness
What we ask
- Bachelor degree, major in Business or related fields
- At least 3-5 years of experience in Sales. Highly prefer experience in Route to Market or GT Sales positions from FMCG
- Excellent sales orientation mindset and strong collaboration skills; have commercial sense and understanding of Salesforce & Route-to-market (RTM) management, productivity analysis, improvement across salesforce & intermediaries.
- Have understanding of DMS system and performance management dashboard i.e Power BI is a plus
- Soft skills required: Strong in data analysis; strong verbal & written communication and negotiation; ability to convince/influence on ASM and Distributors
- Be flexible to travel and adaptable to constantly changing environment
- Have a good command of English is a plus
What we offer
FrieslandCampina offers you a place to be yourself. In an innovative work environment with facilities and support that are second to none, we welcome your skills, ideas and passion. Most of all we welcome you as the person you are and the person you want to be. Our mission is to liberate people so that they can work smarter.
FrieslandCampina Vietnam is located in Ho Chi Minh, Vietnam. Our colleagues are diverse in ethnicity, gender and language. Opportunities to work with all different functions and many more locally or abroad. We believe in people development where you chart your own path for your own career growth.
Our reward policies support FrieslandCampina’s values and business strategy by helping to attract, engage and retain the best possible talent at every level. We offer remuneration packages that recognize and reward individual performance, experience and potential while reflecting competitive practices in all the countries in which we operate. A transparent, consistent and fair approach to reward is critical to our success and growth.
Vacancy description
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 optimal distribution model (direct / in-direct / whitespace) in both urban and rural area
- Design sales force structure, headcount, salary structure (fixed and variable pay) and KPI setting
- Define and refine process & guideline to develop RTM capability and deliver trainings to Sales force
- 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 Sales force 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 in shaping distributor strategy: classification/ segmentation and trade terms to strengthening strategic partnership with distributors
- Continuously enhance field force productivity and efficiency via refining sales structure, distribution model, and improving sales policies/ programs (i.e target setting/ monthly KPIs and incentives; adhoc 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 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 guideline (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)