Job Purpose
Regional Route-to-market/Route-to-consumer Manager oversees the implementation & adaptation of the RTC strategy to synergize with BU business strategy. This including monitoring a regional team of Digital Sale (B2B & Telesale), Distributor Development Team & Sub D part, Market Execution (Sale Capabilities) & Customer Excellent to drive full RTC function at regional level with excellence execution & high-level of coordination. (Need to understand both frontline needs and company needs, in terms of market dynamics vs company strategy in RTC but not limited to RTC.
Digital Sale:
- Responsible for the Digital deployment including Coverage & online revenue (B2B & Telesale) and together with Regional RCM/ASM to share sales growth (secondary & offtakes) responsibility through coordination with RTC HO Functional teams to develop initiatives and campaigns (Loyalty adoption as well as brand & trade campaign) tailor-made with local business background & insights.
Distributor & Sub D Management
- Responsible to deploy all initiatives & strategies on distributor managements and Distributor of Future project (DOF) by smooth adoption, good deliveries to support the business performance of HVN direct and indirect distribution, and achieve highest level of Distributors’ business & operational performance via digital systems (TMS/VMI/DIS), Sub D part: payment, target setting, SDIP, DIS lite.
Market execution
Spearhead the implementation of the Salesforce Of the Future (SOF) within the assigned Business Unit (BU), driving transformative enhancements in sales capabilities and competencies to ensure the sales force is perpetually prepared and disciplined in their operations. Translate Sales Capability strategic objectives into actionable execution plans, ensuring alignment and seamless integration across all levels. Actively identify, address, and resolve any potential conflicts or GAPs information related to Field Force Operations, fostering seamless collaboration with RTC HO Functional Teams and other key stakeholders to guarantee flawless and effective execution. This role will directly impact business outcomes by optimizing sales force effectiveness, driving revenue growth, and ensuring operational excellence.
Customer Excellence
- Responsible for BU’s customer Excellence through addressing Customers (Distributor, Outlets, Sale Force) needs and issues. It involves coordination with Sale Support Function to resolve problem or complaint and provide the highest level of service possible to BU’s customers. Excellence in execution via Coverage and Distribution focus, Effective Routing and Trade Cencus, Proficient in Data products, Digital Products (SEM, Master Data etc),
Job Requirements:
- 5+ years of operative commercial experience
- Project Management
- Change Management
- Communication
- Team management
Functional Competencies
- Category, Portfolio & Brand Understanding
- Channel, Competitor and Shopper Understanding & Insights
- Customer at the Centre
- Route to Market Strategy & Understanding
- Channel & Customer Development
- Distributor Development
- Sales Performance Management
- Selling & Negotiation
- Excellence in Execution
Behaviors
- Facilitate effective and engaging meetings.
- Negotiate with key decision makers.
- Influence stakeholders without authority.
- Work across multiple levels in the organization.
- Demonstrate emotional intelligence.
- Excel at interpersonal communication.
- Demonstrate business acumen.
- Adapt engagement approach based on cultural awareness.
