Route to Market Manager

Mô tả công việc / Job description

1/ Commercial Planning (Planning)

-      Coverage Design: Support annual and in-year refresh of coverage plans by province/channel/brands in line with ND/WD ambitions according to national/ regional/ channel/ brand strategy. Support LOG planning for delivery service and key depot setting.

-      Headcount & Territory Balance: Prepare headcount deployment proposals (SR/SS/ASM/RSM) and territory balancing options with capacity logic and route templates.

-      Coordinate the SKU planning: Support Business Development (BD) to mapping branding vs outlet, geography, cycle end-to-end based on top-down & volume target, selected by individual market in which leading brand and following brands strategies.

-      Scenario & Trade-offs: Build simple option packs (base/upside/downside) quantifying implications on ND/WD, volume and investment; compile risks/mitigation plan.

-      Rollout Readiness: Map dependencies with relevant stakeholders; maintain a cutover checklist (SOPs, lists, tools, training) for each refresh wave.

2/ Distributor Management (Planning & operation)

-      Maintain and deploy distributor SOPs, distributor mapping (coverage planning, quality control, ROI and end-to-end process of distributor management).

-      BI Scorecards & Reviews: maintain distributor scorecards; coordinate monthly reviews; track corrective actions to closure.

-      Give inputs and feedback for incentives/penalties, coordinate audit schedules and follow-ups with relevant stakeholders

3/ Retailer Landscape & Segmentation (Planning & Operation)

-      Census & Scorecards: maintain outlet universe, classifications, and outlet scorecards (quality tiers, premium mix, outlets size…)

-      Coverage & Distribution: refresh ND/WD targets by province/channel/brands and cascade down to RTM regional lead to set monthly priorities for sales forces; build outlet target lists (including must-keep).

-      Outlet Movement: monitor churn and recovery funnels; report progress and risks in monthly forums.

-      Mix & Assortment Inputs: provide retailer-level insights for pack/SKU prioritization with BD team and Sales GT.

4/ Sales Force Effectiveness (SFE-Operation)

-      Maintain SFE tracking by role aligned to RTM goals; one source of truth with Sales Ops.

-      Prepare data, insights and suggestions to improve SFE.

-      Execution Governance: coordinate weekly/monthly cadences with Sales; track action closure and highlight blockers.

-      Performance Insights: package field productivity insights (calls, VPO/mix movement) and propose focus adjustments.

5/ Data & Insights

-      Maintain a single-source RTM dashboard and ensure data hygiene.

-      Publish concise insight notes for Sales & Distributors that explain what changed and recommended focus areas.

-      Document learnings and update playbooks after key program phases.

6/ Perform other tasks as assigned by Head of Department.

-   Bachelor’s degree or above in Business Administration, Marketing, Economics, Commerce, Logistics, Supply Chain Management, or a related field.

-   At least 4-5 years in Sales/RTM/Commercial Excellence with distributor-facing execution.

-    Strong Excel/BI skills; clear communication; experience running governance and closing actions.

-    Training/coaching capability and people/stakeholder management capability.

-    Innovation and proactive leadership style.