Route to consumer (RTC) Manager 69 views

Job summary:

To drive RTC strategy across Dashen value chain by building a world class route to consumer system focusing on Salesforce effectiveness, distributor management, advantaged trade terms, commercial plans and demand forecasting.

Leadership Responsibilities

• Requires a person who is extremely organized, dependable, and self-motivated with the ability to excel in a hands-on, fast paced environment,
• Disciplined & creative leader with the ability to bring to life world-class line of brands,
• Build strong relationships & expand influence to get things done at pace,
• Able to manage and is able to flex their style based on the stakeholder/function interacting with,
• Ability to work within a complex matrix organization & handle ambiguity well While this role does not have any direct reports, the ability to lead and influence decisions and decision makers is critical.

Functional Capabilities

• Ensure brilliant execution of our customer and consumer programs and therefore transform Route to Consumer in order to establish this as an area of competitive advantage and a key enabler to the achievement of both our Marketing and Sales Strategy to deliver NSV and OP objectives.
• This is a commercial position aimed at building RTC Development knowledge and awareness and adoration within the sales force as well as key stakeholders, driving and inspiring customer loyalty and demand, which will in turn transform into consumer demand.
• Deliver breakthrough business performance through influencing and working with others

Top Accountabilities

• Develop a proper RTM leveraging on our strong beer distribution channel and propose deliverable actions, plans and initiatives to accelerate growth in existing whilst also proactively tapping into emerging channels
• Increasing coverage and distribution to Gold Distributor standards through Implementing distributor operational effectiveness to required standard (warehousing stock management)
• Reviewing distributor performance on Distributor Management System to gain insights and target impactful activities with desired Return on Investment (ROI)
• Develop and implement a Capability training program for the Distributor Leadership Team on Commercial, Finance, HR, Supply & IS.
• To initiate and take leadership in implementing motivating incentives to the distributor teams to support new route to market for spirits to deliver exceptional results for spirits.
• Build productive working relationships with customers (Internal and external) and regional field sales team
• Gather insights on prevailing market trading terms, analyze retail audit data to grow Numeric distribution, implement tactical and strategic plans to beat competition.

• BA Degree in Sales, Marketing, Business Management, Economics and related fields.
• Minimum of 6 years’ experience preferably in the FMCG environment.

Key competencies

• Demonstrate a successful track record in terms of market share capture, market penetration, brand building, customer service and satisfaction, and volume growth.
• First Line Sales Management in a major consumer goods company ideal.
• Strong commercial awareness.
• high degree of self-motivation and drive
• Ideally able to demonstrate successes in leading, building and developing a team
• IT literacy and the ability to handle electronic data; (Advanced word and excel skills)
• Fluent in Amharic and a strong command of written and spoken English