The Senior Route-to-Market (RTM) Specialist is responsible for developing and optimizing Carlsberg Việt Nam’s RTM model, ensuring seamless product distribution, efficient sales force execution, and strategic distributor management. The role involves spearheading RTM strategies, enhancing cost models, improving sales force effectiveness, and deploying advanced digital solutions for RTM operations.
B. Job responsibilities
1. Strategies & Development
Spearhead the integration and enhancement of the RTM Model, incorporating agile strategies and conducting annual reviews to refine regional RTM frameworks.
Develop and implement the RTM Cost Model to monitor and improve operational effectiveness and efficiency.
Lead alignment and collaboration with channel partners to integrate the RTM model and drive seamless execution across all channels.
Formulate regional distribution coverage plans, segmented by SKU, brand, and geography, ensuring optimal market reach.
Design and execute stage-wise RTM transformation plans to support the company’s growth phases.
Design and develop route-plan by SRs level.
2. Sales Force Effectiveness & Efficiency
Elevate field force performance by designing tools, launching initiatives, and follow-up KPIs and incentive structures.
Conduct in-depth analysis of territory-level KPIs to uncover key insights and drive strategic decision-making.
Champion continuous business improvements in secondary sales, focusing on optimizing route productivity and enhancing cost efficiencies.
3. Distribution channel management:
Propose strategy to maximize each distribution channels by distribution channel segmentation
Set up criteria of quality outlet
Optimize trade investment by outlet segmentation
Partner with business stakeholders to tailor-made plans by territory and channel
4. Distributor Management
Oversee the development and refinement of distributor models, including goal-setting, KPI proposals, and performance tracking systems.
Lead initiatives to optimize distribution matrices and territory mapping, addressing growth and expansion opportunities with tailored RTM solutions.
Deploy the mass ROI model for all distributors in region incharge, ensuring financial viability and performance tracking.
5. Project Management & Digital Transformation
Other project & adhoc tasks from line manager.
Job Requirement
Bachelor's degree in Business, Economics, or a related field.
3 - 5 years of experience in Route-to-Market, Commercial Strategy, Sales Operations, or Distributor Management in FMCG
Strong understanding of RTM frameworks, distributor networks, and sales force execution.
Strategic Thinking & Problem-Solving – Ability to develop and refine RTM strategies for market expansion.
Data Analytics & Performance Management – Strong analytical skills to track KPIs, manage costs, and enhance efficiency.
Stakeholder Management & Negotiation – Strong collaboration with distributors, sales teams, and partners.
MS Office proficiency PowerBI, Excel & Other tool…
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