Tuyển dụng Senior Route to Market Specialist tại Hà Nội

A. RTM Strategy & Operating Model

• Support development and implementation of national RTM strategy aligned with business priorities, portfolio

strategy, channel ambition, and regional growth opportunities.

• Translate RTM strategy into clear regional and channel-level action plans.

• Support RTM model design by geography, channel, outlet type, distributor capability, and sales force structure.

• Identify RTM gaps, inefficiencies, and opportunities through structured analysis of outlet universe, sales

performance, distributor performance, and execution quality.

• Contribute to strategic projects such as RTM transformation, distributor model redesign, market expansion, and

route optimization.

B. Outlet Universe, Census & Coverage Management

• Manage outlet universe data, census results, outlet classification, and outlet segmentation for assigned areas or

channels.

• Recommend coverage strategy by outlet segment, channel, geography, and sales resource availability.

• Track coverage quality, active outlet ratio, visit compliance, strike rate, and route productivity.

• Work with Sales teams to ensure outlet master data quality, route discipline, and sustainable outlet coverage.

C. Route Planning & Sales Force Effectiveness

• Support route design and route optimization to improve SR productivity, outlet service frequency, call efficiency, and sales

conversion.

• Analyze SR workload, span of control, outlet allocation, visit frequency, daily call plan, and route compliance.

• Provide recommendations on SR headcount allocation based on outlet universe, commercial ambition, workload, and

productivity benchmarks.

• Track sales force performance through call completion, productive calls, strike rate, drop size, working hours, active outlet

ratio, and sales output.

• Support improvement initiatives related to sales routines, in-call missions, execution quality, and field productivity.

• Partner with Sales Capability and Sales leaders to improve the effectiveness of SR, ASM, and RSM ways of working.

D. Distributor Management

• Support development and implementation of distributor performance management frameworks.

• Analyze distributor performance based on volume delivery, target achievement, stability, coverage support,

infrastructure, financial capability, service quality, and partnership potential.

• Support distributor segmentation using performance and potential criteria.

• Identify underperforming distributors and recommend actions such as improvement plans, territory redesign,

consolidation, replacement, or capability building.

• Support distributor CSAT surveys, performance reviews, contract framework input, and distributor engagement

routines.

E. Commercial Planning & Business Partnering

• Act as RTM business partner for assigned Sales regions or channels by providing insights, analysis, and

recommendations to support commercial decisions.

• Support annual planning, long-term planning, headcount planning, expansion planning, and monthly business

reviews.

• Provide RTM inputs for business cases, new market opportunities, channel prioritization, and investment decisions.

• Collaborate with Trade Marketing to ensure trade programs are aligned with outlet segments, distributor capability,

and execution reality.

• Support Sales leaders with fact-based recommendations and structured decision papers.

F. New Product Launch & Strategic Initiatives

• Support RTM readiness for new product launches, including outlet selection, regional/channel prioritization, and

tracking mechanism.

• Monitor launch execution by outlet coverage, distribution, sales performance, visibility, and field compliance.

• Provide feedback to Brand, Trade Marketing, and Sales on launch performance and RTM improvement actions.

G. Digital RTM & eB2B

• Support rollout and adoption of digital RTM tools, including eB2B platform, DMS-related processes, dashboards,

and field execution tracking.

• Coordinate with local and global teams on localization, user readiness, customer onboarding, distributor

engagement, and issue resolution.

• Support training and communication for Sales, distributors, DMS admins, and relevant stakeholders.

• Track platform adoption, order quality, active users, issue logs, and business impact after rollout.

• Provide recommendations to improve digital adoption and integrate digital capability into future RTM and

distributor management decisions.

H. Data, Dashboard & Performance Tracking

• Build and maintain RTM performance tracking for assigned regions, channels, and workstreams.

• Analyze internal and external data to identify trends, gaps, risks, and opportunities.

• Prepare RTM reports, dashboards, management updates, and business review materials.

• Ensure data accuracy, consistency, and relevance for decision-making.

• Translate data into clear business insights and recommendations for Sales and senior management.

Yêu cầu công việc

• 3-5 years of experience in Sales, RTM, Sales Operations, Commercial Planning, Trade Marketing, Distributor

Management, or related commercial roles.

• Experience in FMCG, beverage, tobacco, consumer goods, or other route-to-market intensive industries is preferred.

• Strong understanding of GT/MT channels, distributor operations, outlet coverage, sales force structure, and field

execution.

• Experience working with Sales teams and distributors is highly preferred.

• Experience in project management, data analysis, dashboarding, or commercial transformation is an advantage.

Quyền lợi

• Thưởng: Attractive Incentive, Allowance & Performance bonus, etc.
• Chăm sóc sức khoẻ: BHXH, BHYT, AON 24/7 (for self & family)
• Máy tính xách tay: Personal Laptop