Route to Market & Distribution System Manager

Job Summary

Develop and implement efficient Route to Market (RTM) strategies to align with service levels and optimize costs. Build RTM roadmaps, support sales teams, and ensure capability for business growth.

Job Responsibilities

Route to Market Strategies:

• Design and implement RTM strategies to enhance product reach and visibility.

• Develop distribution plans based on market segments and geography.

• Manage relationships with key channel partners.

• Execute RTM strategies to maximize sales and market penetration.

• Identify opportunities for market expansion and performance improvement.

• Collaborate with sales and trade marketing teams.

Cross-Functional Collaboration:

• Work with Sales, Trade Marketing, and Finance teams to align RTM strategies with business objectives.

• Provide strategic support and insights to drive business performance.

• Forecast demand and plan inventory levels.

• Partner with Supply Chain teams to ensure product availability.

• Coordinate sales strategies across departments.

• Contribute to Trade Marketing plans.

Distribution Channel Analysis:

• Analyze distribution models to evaluate effectiveness and market coverage.

• Assess distribution partners' performance.

• Measure ROI and effectiveness of trade promotions.

DMS and SFA Expertise:

• Develop expertise in Distributor Management System (DMS) and Sales Force Automation (SFA) tools.

• Train and support teams on DMS and SFA usage.

• Ensure accurate data input and reporting.

• Analyze DMS data to identify trends and improve efficiency.

Performance Monitoring and Reporting:

• Track KPIs and maintain performance records.

• Analyze performance data and provide insights to leadership.

• Generate reports and dashboards to monitor progress.

• Ensure compliance with standardized processes.

• Manage sales incentives and coordinate approvals.

• Provide updates on RTM performance and distributor management.
  
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Your Team

Company size: 130 employees
Line Manager: Head of General Trade
GT team size: 30, excluding exclusive distributor sales representatives
 

Skills and Experience

Top 3 Must-Have Criteria:

1. Knowledge: Business Graduate or relevant study with a minimum Diploma qualification and a strong understanding of the business environment and its dynamics. A degree is an added value.

2. Technical / Work-Based Skills: Minimum 5 years of experience in the FMCG industry, specifically in the General Trade (GT) Channel. Proficient in Distribution Management System (DMS).

3. Experience: Proven track record in managing salesforce effectiveness with full data analysis understanding in route-to-market management.

Top 3 Good-to-Have Criteria:

1. Qualifications: Minimum bachelor's degree majoring in Business discipline.

2. Industry Experience: Preferably from the beverage or food products industry.

3. General Skills / Attributes: Strong leadership attributes, interpersonal skills, commercial acumen, resilience, and a positive attitude with strong agility.

Education

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.