About the Role
This role is responsible for developing and executing effective Route-to-Market strategies to drive distribution expansion, improve sales performance, and strengthen sales capabilities. You will optimize channel strategies, manage distributor performance, and ensure strong execution across all outlets. Working closely with cross-functional teams, you will use data-driven insights to enhance territory planning, product availability, and overall commercial excellence.
What will you do
- Develop and implement Route-to-Market strategies to increase distribution, coverage, and sales growth.
- Define optimal channel strategies and distribution models (GT, MT, HORECA, e-commerce, etc.).
- Manage and evaluate distributor performance and the effectiveness of the distribution network.
- Optimize territory alignment, outlet coverage, and sales force route planning.
- Ensure product availability at outlets through monitoring of availability and execution standards.
- Analyze sales and distribution data to identify performance improvement opportunities.
- Develop Sales Capability programs to enhance the competencies of sales teams and distributors.
- Design and implement effective training, coaching, and sales tools.
- Collaborate with Sales, Marketing, and Supply Chain to ensure aligned strategy execution.
- Monitor distribution and sales capability KPIs and provide recommendations for continuous improvement.
What we are looking for
- Bachelor’s degree in Business, Marketing, Management, or related field.
- Minimum 3–5 years of managerial experience in Sales, Distribution, or Commercial roles (preferably FMCG).
- Good understanding of channel management (GT, MT, HORECA, e-commerce).
- Experience in managing distributors and sales operations.
- Strong skills in territory planning and outlet coverage management.
- Ability to analyze sales data and identify improvement opportunities.
- Experience in leading and developing sales teams.
- Strong communication and stakeholder management skills.
- Proficient in Microsoft Excel and PowerPoint.
- Willing to travel for field visits as required.
