Route-To-Market (RTM) Specialist

1. Route-to-Market (RTM) & Market Development

• Collaborate closely with the Sales team to design, review, and optimize sales routes in order to improve market coverage and execution efficiency.
• Conduct regular market visits to identify opportunities for new customer acquisition, distribution expansion, and new SKU penetration.
• Investigate and identify barriers that impact new customer acquisition and new SKU listings across different channels and territories.
• Provide recommendations and action plans to improve route effectiveness, customer coverage, and market penetration based on field observations and data analysis.
• Support the implementation and continuous improvement of RTM strategies to drive sustainable business growth.

2. Cross-Functional Coordination & Problem Solving

• Consolidate findings, root causes, and challenges identified during market visits that affect customer acquisition and SKU expansion.
• Work closely with cross-functional teams including Sales CAP, Category Management, Trade Marketing, Supply Chain, R&D, and other relevant departments to develop and implement solutions.
• Monitor the progress and effectiveness of corrective actions to ensure timely resolution of market issues.
• Act as a bridge between field operations and internal stakeholders, ensuring market feedback is communicated and addressed effectively.
• Support initiatives that improve customer development, product availability, and execution excellence.

3. Sales Performance & Productivity Management

• Monitor and analyze sales performance through key reports such as Visit Reports, Daily Sales Reports, and other RTM-related KPIs.
• Evaluate sales productivity, customer coverage, call frequency, execution quality, and territory performance.
• Work directly with Sales Managers and field sales teams to identify performance gaps and improvement opportunities.
• Develop action plans and follow up on execution to drive continuous improvement in sales productivity and effectiveness.
• Provide regular performance reviews and recommendations to support achievement of business objectives.

4. Data Analytics & System Management

• Manage and maintain the accuracy and integrity of data across DMS, CRM, and business reporting systems.
• Develop a strong understanding of data flows and operational processes within systems such as MISA DMS, MBW, CRM, and Power BI.
• Analyze sales, customer, and market data to generate actionable business insights.
• Design, build, and maintain Power BI dashboards and reports to support KPI tracking, sales performance management, and RTM effectiveness.
• Support system administration, user training, and troubleshooting related to data and reporting tools when required.
• Ensure consistency and reliability of data used for business decision-making.

5. Reporting & Business Insights

• Consolidate, analyze, and present RTM and sales performance reports on a regular basis.
• Provide actionable insights and recommendations to improve customer coverage, customer acquisition, SKU penetration, and sales effectiveness.
• Support management in identifying growth opportunities and optimizing Route-to-Market strategies.
• Prepare ad-hoc analyses and presentations to support business planning and decision-making.

Yêu cầu ứng viên

• Bachelor’s degree in Business Administration, Economics, Data Analytics, Marketing, or related fields.
• At least 1 year of experience in Sales Operations, Route-to-Market (RTM), Commercial Excellence, Business Analytics, or related functions.
• Willingness to travel frequently and conduct field visits to understand market dynamics and support sales execution.
• Strong analytical skills with the ability to translate data into actionable recommendations.
• Advanced proficiency in Excel and Power BI, including dashboard development and data modeling.
• Hands-on experience with DMS, CRM, ERP, or sales automation systems is highly preferred.
• Strong communication, problem-solving, and stakeholder management skills.
• Ability to work cross-functionally and effectively influence sales teams toward performance improvement.

Quyền lợi được hưởng

• Competitive salary with 100% probation salary
• Performance bonus & annual salary review
• Learning & development opportunities (Power BI, data analytics, business planning)
• Exposure to commercial strategy and cross-functional teams
• Dynamic and collaborative working environment