Route To Market Manager/Sales Capability Manager - Spirits/FMCG - IIM/MDI/ISB

Job Title- RTM Manager/ Sales Capability Manager

Beverage companies including Spirits industry and FMCG.

Job Description-

- Manage and lead national RTM (Route To Market) role

- Building the RTM Strategies for various market models across state markets

- Set the Sales Processes like Sales Planning, primary and secondary sales execution for sales excellence

- Ensure sales and distribution model in line with company strategies

- Execute and evaluate RTM performance distributor infrastructure

- Develop & communicate best practice

- Setting up expectations and process for cross functional dependancies like with marketing for trade marketing activities, Plants for forcasting/permit planning/permit generation/despatches etc.

- Inventory management with days inventory at the distributor level.

- Beat planning with Route optimization.

- Setting up of the Sales kpis and driving them to ensure sales target achievement of primary and secondary sales, market coverage, sku coverage etc.

- Building up the Sales force automation (SFA) from scratch for better planning, execution, monitoring and reporting. Analytical skills required here.

- Identifying training needs and building and imparting training on the field (work withs) to the frontline company sales team

- Building training capability and imparting training to the DSMs (distributor salesmen)

- Overall, play a critical strategic role in supporting and driving sales.

- Develop solid and optimized RTM strategy including of Urban and Rural Approach using the new IT system to exploit and explore to opportunity and potentiality of the market.

- Develop Annual Business Plan for RTM implementation in conjunction with commercial team and sales team.

- Implement and adapt reality of "Optimized RTM strategy" including of Execution Management Surveys, Report, Routines, RTM Models, RTM Toolkits, RTM Dachboard, Distribution Development and Management Dashboard, by working closely with Regional Market Execution Executive, and RTM Co-ordinator to assure that "RTM Execution guidelines" fulfillment, alignment and execution has been implement as designed and improvement done

- Generate and define RTM metrics dashboard and monitor distributors dashboard performance

- Build RTM capabilities and process implementation

- Conduct financial analysis Return on Investment of RTM process to be share with key stakeholders, control system in place to get region compliance on distributor management.

- Key Accounts and institutional sales management including definitions, classification and processes.

- Setting up of the Sales kpis and driving them to ensure sales target achievement of primary and secondary sales, market coverage, sku coverage etc.

- Building up the Sales force automation (SFA) from scratch for better planning, execution, monitoring and reporting. Analytical skills required here.

- Identifying training needs and building and imparting training on the field (work withs) to the frontline company sales team

- Building training capability and imparting training to the DSMs (distributor salesmen)

- Overall, play a critical strategic role in supporting and driving sales.

Job Requirement :

- Masters degree in Marketing from Premier B School

- 10-12years of experience

- Research and development experience.

- Sales and Marketing Experience

- Sales experience in FMCG would be preferable.

- English proficiency

- Communication skill

- Presentation skill

- Negotiation skill

- Computer literacy

- Able to work under pressure

- Be able to travel and stay at province.