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Route To Market Manager

As a Route to Market Manager, you will Manage RTM projects & pilots to meet business objectives through developing and implementing RTM initiatives to enhance topline performance and optimize TCTS.

About the job

As a Route to Market Manager, you will be doing the following activities:

• Track RTM & Service Package Performance to identify productivity & asset management enhancement opportunities. 

• Track the channel and route profitability and recommend ways for moving forward.
• Carry out time and motions studies and recommend ways to improve time in trade.
• Work with the field teams on re-routing request to utilize the trucks and set clear benchmarks 22for the new routes. 
• Conducting geospatial analysis for retail coverage, branch's locations, census, and other geo-marketing research projects.
• Managing route to market pilots and initiatives with the sales field team for horizontal growth.
• Evaluating Danone’s retail service package to deliver the needed vertical growth with the best delivery cost. 
• Assessing the current sales force headcount to cope with market dynamics and company’s strategy.
• Conducting field audits to assess Danone’s coverage, the service package execution, and handheld usage. 
• Co-lead projects regarding business solutions pilots, rollouts and utilization.  Business solutions, such as: handhelds, Salesforce Applications, and BI tools.
• Creating dashboards and introducing sales KPIs for sales fundamentals tracking. 
• Conducting regular system gap analysis with IT department regarding sales needs. 
• Owner of the “Customers Master Data” process to maintain up to date customer database.
• Evaluating and approving field requests for changing the route to market.
• Co-lead sales field team training regarding Danone’s business solutions.

Micro-distributors’ Operation: 
• Following on MDs counts with their contract types and ensuring their renewal on time. 
• Following up on MDs’ monthly rebates and allowances. 
• Ensuring MDs creation policy is updated and communicated across all functions. 
• Review and approve Micro-distributors’ creation requests from field and conduct P&L with finance to ensure its profitability. 
• Track MDs’ sales fundamentals performance.