Route to Market Leader

Описание вакансии

компания "марс"

what will be your key responsibilities?

this role is responsible for rtm and coverage models development and implementation in a few markets of cea. the leader will actively drive their own agenda, contribute to the development of the long-term commercial strategy, and ensure that field operations and distributor execution align with overall strategic channel priorities.

1. effective route to market models development and implementation

• retail coverage: design and implement effective retail coverage models and "feet on the street" plans (including coverage and frequency goals).
• rtm digitalization: drive rtm digitalization, advanced analytics, and optimization to improve cost-to-serve in field sales.
• global capabilities: apply and localize global rtm capabilities and frameworks across the designated markets.

2. best-in-class sales organization capable to win now and in the future

• field force kpis: define, monitor, and improve key activities and kpis of the field sales organization.
• structure & budgeting: manage sales force structure design and optimize field sales budgeting.
• outsource management: lead and evaluate merchandising outsource partners and agency management.

3. rtm digitalization

• advanced analytics: translate advanced rtm analytics into actionable commercial plans.
• sales metrics: define and track key sales metrics and sales kpis to drive performance.
• digital tools: implement and scale new rtm digital tools, platforms, and technological solutions.

4. strategic channel management (scm) execution

• channel segmentation: develop & execute channel-specific strategies and segmentation (modern trade, traditional trade, and wholesalers) to optimize route to shopper.
• distributor capability development: partner with key distributors to understand, evaluate, and build their rtm and field execution capabilities.
• joint business planning (jbp): support and align distributor capabilities with yearly joint business planning targets and execution.
• voice of customer: maintain tight feedback loops with field sales and customer development teams to build customer insights into future channel plans.

what are we looking for?

• 3+ years of field sales, distributor operations, srm, trade marketing or sales operations experience, preferably in fmcg (international fmcg is an advantage);
• proven experience in distributor, channel, or customer management and sales force effectiveness;
• experience in incentive program design and sales automation tools is a strong plus;
• fluency in english, russian;
• strong ms excel and powerpoint skills;
• strong analytical skills and ability to interpret sales and rtm data;
• sales process and systems knowledge (crm, automation tools, routing systems);
• project management and organizational skills;
• effective communication and interpersonal skills across functions;
• experience in designing and implementing visions and strategies with measurable performance indicators.

what can you expect from mars?

• work with diverse and talented associates, all guided by the five principles.
• join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
• a strong focus on learning and development support from day one, including access to our in-house mars university.
• an industry competitive salary and benefits package, including company bonus.

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