Route To Market Manager (Modern Trade & B2B)
Are you a strategic thinker with a passion for driving sales excellence and optimizing route-to-market strategies?
We’re looking for a dynamic professional to lead and execute a best-in-class Route to Market (RTM) strategy across Modern Trade and Special Accounts channels. In this role, you’ll collaborate cross-functionally to design and implement distribution models, enhance field force productivity, and drive growth through smarter customer engagement. If you're ready to make a measurable impact in sales effectiveness and field execution, we want to hear from you!
Ce ne dorim
- At least 3-5 years of experience in Sales. Highly prefer experience in Modern Trade (Key Account) or Route to Market from FMCG
- Excellent sales orientation mindset and strong collaboration skills; have commercial sense and understanding of Modern Trade Operation, Salesforce & Route-to-market 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
- Fluency in Vietnamese and English
Ce oferim
- Unique company culture of Dutch heritage and international presence.
- You'll become a key part of our ongoing transformation and continue to provide better nutrition for the world.
- You'll be working with a wonderful team who are motivated to contribute and to live our purpose
- Diverse development program and internal opportunities to grow and enhance your professional journey
- We offer you a competitive salary & benefits package.
- Opportunity to #UnleashYourNature
Descrierea postului vacant
- Seize the Route to Market (RTM) opportunities to grow: Collaborate with Special Account (SA) Head / Modern Trade (MT) Channel Head / MT Operation Manager to develop and implement a solid and optimal RTM strategy for MT and SA channel
- Diversify customer to serve shopper; define customer classification and channel mapping
- Define optimal distribution model (direct / in-direct) in both urban and rural area
- Design field 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 field force
- Develop RTM deployment toolkit, execution guideline, performance metrics (i.e distribution, coverage, SFE … ) and management dashboard
- Implement RTM strategy with flawless execution: Partner with Special Account Head / Modern Trade (MT) Channel Head / MT Operation Manager and Regional Route To Market Manager to implement and continuously enhance RTM strategy performance
- Implement RTM strategy including (but not limited to) deploy RTM model and manage field force execution
- Ensure RTM guidelines are followed as designed i.e distributor infrastructure, route standard, monthly coverage plan (MCP) and the field force span of control
- Continuously enhance field force productivity and efficiency via refining field force 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 for key stakeholders
- Develop field force and ensure quality of execution: Enhance the RTM capability of field force and monitor execution compliance
- Partner with Sales Capability Manager to identify the training needs and implement training agenda to field force
- 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, Channel Head & Regional RTM Manager to facilitate field audit as per audit agenda
- Other RTM accountabilities
- Work with multi partnerships internally and externally (i.e Sales Ops, Channel & Categry Development, Supply Chain, vendor) to accelerate the growth of the Company in the market
- Other RTM initiatives as per assignment of Line Manager to improve numeric and weighted distribution of the Company's products (i.e route to consumer, e-com expansion)
Detalii despre echipa
Vezi toti colegii pe LinkedinFor thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are.
We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.
- This role is part of Sales Operation team
- Stakeholders: MT planning, MT Sales, B2B Sales, Channel & Category Development, Saleforce Effectiveness and Capabilities, System and Digital Solution, CSO, IT