Route-to-Market Manager, East & Central Africa Area
Route to Market (RTM) is a critical enabler of the growth strategy. Innovations, business plans, portfolio strategies, brand campaigns, brand growth and shopper activation will fail to deliver their goals if we don't effectively manage our route to market. RTM is one of the TM&D Core Competencies and aims to make our RTM competitive in order to achieve and sustain our 70/70 goal.
Operations/ Professional/ Business
Development of the Area RTM strategy aligned to the regional and global TM&D growth initiatives
Alignment of RTM initiatives roll-out with Area priorities and delivers best practices that is purpose fit for the end markets, in collaboration with Area Head of Trade and Cluster Manager
Plan, implement and embed full Route to Market (RTM) changes, within the agreed resource allocation (budgets) against, agreed key milestones, to deliver on time and in full.
Track and evaluate progress of implementation against agreed key milestones.
Identify, manage and mitigate any potential risks during and after implementation.
Define Distribution requirements and structure (e.g. warehousing, processes, route coverage - TCP , distribution tools, people, financing, back office systems and training) to ensure that availability is maximised in line with end market requirements by trade channel and volume, to drive efficiency and effectiveness objectives
Propose goals and KPIs for the 3rd party distribution activities and track ongoing results at an Area level
Enable the new Trade Margin Framework and related Pay for Perform Distribution model.
Ensure new RTM changes are aligned to Blue Book principles.
Development and deployment of the Area Wholesale Strategy for Passive and Active channels
Development and deployment of Area Wholesale Loyalty Programmes to deliver the right Selling-In behaviours while driving growth objectives
Analyse information and Insights against Key Performance Indicators on an Area level
Recommendation of remedial actions needed for Distribution / Distributor underperformance
Support the HOTs on Distributor's adherence to Trading Terms and Conditions
Participate in the EMF II process by ensuring that market objectives are addressed through Trade and Distribution initiatives
Participate in the set-up and implementation of Distribution Excellence (DX) exercise when needed.
Facilitate RTM work streams (external and internal) prior and during the implementation of RTM changes
Drive Distributor partners to deliver transition plans within agreed timelines and budgets to ensure smooth transition with minimum or no loss of volumes.
Assess training needs at distributor level and provide input to trade development team.
Provide insight and make recommendation to ensure optimum organisational structure in place at distributors' level
Drive the training & development of both BAT & distributor field based personnel
Drive the development of Distribution Incentive schemes directed to Distribution Field Force and linked to growth objectives
Has an intimate knowledge of distributor business model and financial insights
Develop effective working relationship with relevant distributor staff
Develop a close working relationship with HOTs and Area Managers (at end Markets) to better understand their markets. TMDM/MSDM in highlighting where training and skill development is required
Develop effective cross functional relationships as well as external relationships with distributors, suppliers and key trade partners.
Drive continuous business improvement in the secondary supply chain to optimise cost efficiencies & effectiveness by means of regular updates & tracking of issues & opportunities in conjunction with the HOTs
Run RTM annual reviews and make recommendations accordingly.
Drive the development of the Retail Classification Methodology in delivering the right level of Trade Customer Information needed to make decisions
Drive the implementation of Regionally aligned and relevant Sales and Distribution systems across key markets in the Area
Holder of a Degree in Marketing or Business studies
At least 4 years' experience in multinational/ FMCG organization.
Good understanding of Secondary Supply Chain
Ability to engage with relevant internal & external partners/stakeholders (Customers, Agencies, Suppliers)
Proven people leadership skills with ability to motivate and energise field force team
Proven understanding of CORA & Legal framework
Spoken and written English
AJS DOES NOT CHARGE A FEE AT ANY STAGE OF THE RECRUITMENT PROCESS AND AJS DOES NOT CONCERN ITSELF WITH INFORMATION ON BANK ACCOUNTS.
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