Description

Movit Products Limited (MPL) is hiring a Route to manager-International Business that Operationalises the RTM strategy by deploying interventions, projects, investments and training. Takes charge of RTM maturity by engaging distributors, external stakeholders and MPL staff to action progressive RTM plans. Also owns the change management outcomes.

Key Duties and Responsibilities:

Strategic RTM Planning & Execution

• Leads change management necessary to optimise route to market
• Engage commercial teams and distributors in executing the RTM strategy
• Lead, implement, and operationalize strategic Route-to-Market (RTM) projects.
• Manage the implementation of strategic RTM projects from end to end.
• Operationalize and sustain ongoing requirements generated from strategic projects.
• Draw, deploy and control RTM project spend.

Distributor & Territory Management

• Configure distributor territories and route designs to suit changing market dynamics.
• Manage distributor roll-out and profitable sustainment of each business territory.
• Participate in new distributor selection exercises.
• Onboard new distributor partners.
• Manage, advise, and partner with distributors to sustain and grow the business.
• Monitor, evaluate, and maintain a healthy distributor territory business and always ensure well-capitalized distributors.
• Monitor and manage distributor cross-range sales initiatives across territories

Sales Performance & Execution

• Provide direction, leadership, and coaching to frontline sales teams to accelerate business performance.
• Determine and enforce recommended daily, weekly, and monthly distributor sales routines.
• Develop and maintain distributor operating standards tracking boards for each distributor.
• Evaluate and monitor distributor stock levels to always meet company standards.
• Manage and accelerate Distributor SFA (Sales Force Automation) usage (BEE APP).
• Measure and report distributor adherence to the MPL standard

Capability Development & Relationship Management

• Build value-add partner relationships and manage mutually beneficial relationships with customers.
• Coach new distributor owners and their staff on best practice.
• Work with capability office to develop and refresh training material
• Develop and execute Distributor training materials and calendar alongside capability office

Financial & Budgetary Management

• Develop the Capex budget and manage expenditure according to policy.
• Ensure financial sustainability of distributors and oversee their business profitability
• Determine financial best practice including sources of capital and distributor credit management

Quality Management

• Develop and enforce standardized RTM operating procedures (SOPs) and Distributor operating standards assessments (DOSA) to ensure consistent distributor execution across all territories.
• Establish and monitor key distributor quality metrics including service levels, route compliance, stock accuracy, and BEE App call compliance.
• Conduct periodic distributor operational audits and implement corrective action plans for performance gaps.
• Drive continuous improvement initiatives using sales data, audit findings, and field performance analytics.
• Ensure compliance with product handling, stock rotation (FIFO/FEFO), and financial control standards across the distribution network.

Risk Management

• Identify risk due to change in channel or competitive landscape.

Compliance

• Ensure regulatory compliance in execution of duties in the country.
• Ensure Adherence to Movit Group and In Country Policies and Procedures
• Prepare and submit monthly reports

Qualifications, Skills and Experience:

• Bachelor’s Degree in a Business-related field of study from a recognized university.
• Minimum of (5) years’ relevant work experience in FMCG sales and distribution setting

Competencies Required:

Behavioural

• Must be of unquestionable integrity, Honesty, Trustworthiness and Professionalism

Leadership

• Must be a team player.
• Must be a self-starter and have an appreciation of business growth and priorities.
• Strong Leadership potential to effectively drive a business agenda and operational coordination of activities.

Knowledge.

• Advanced experience with MS Office, Distributor Management Systems.
• Solid experience in distributor management, sales execution.

Skills

• Analysis and Sales forecasting Skills
• Distributor Management

Attributes include:

• Self-Starter & Action Oriented.
• Ability to harness peer Relationships.
• Agile and self – driven
• Collaboration
• Problem Solving

Growth Potential:

Successful candidate will be set up for succession planning to Head of Sales role.

Physical Requirements and Environmental Conditions

• Frequency of travel: Regular travel is required for in country deployments with long field days; location may vary and may require overnight stays.

• Leads change management necessary to optimise route to market
• Engage commercial teams and distributors in executing the RTM strategy
• Lead, implement, and operationalize strategic Route-to-Market (RTM) projects.
• Manage the implementation of strategic RTM projects from end to end.
• Operationalize and sustain ongoing requirements generated from strategic projects.
• Draw, deploy and control RTM project spend.
• Configure distributor territories and route designs to suit changing market dynamics.
• Manage distributor roll-out and profitable sustainment of each business territory.
• Participate in new distributor selection exercises.
• Onboard new distributor partners.
• Manage, advise, and partner with distributors to sustain and grow the business.
• Monitor, evaluate, and maintain a healthy distributor territory business and always ensure well-capitalized distributors.
• Monitor and manage distributor cross-range sales initiatives across territories
• Provide direction, leadership, and coaching to frontline sales teams to accelerate business performance.
• Determine and enforce recommended daily, weekly, and monthly distributor sales routines.
• Develop and maintain distributor operating standards tracking boards for each distributor.
• Evaluate and monitor distributor stock levels to always meet company standards.
• Manage and accelerate Distributor SFA (Sales Force Automation) usage (BEE APP).
• Measure and report distributor adherence to the MPL standard
• Build value-add partner relationships and manage mutually beneficial relationships with customers.
• Coach new distributor owners and their staff on best practice.
• Work with capability office to develop and refresh training material
• Develop and execute Distributor training materials and calendar alongside capability office
• Develop the Capex budget and manage expenditure according to policy.
• Ensure financial sustainability of distributors and oversee their business profitability
• Determine financial best practice including sources of capital and distributor credit management
• Develop and enforce standardized RTM operating procedures (SOPs) and Distributor operating standards assessments (DOSA) to ensure consistent distributor execution across all territories.
• Establish and monitor key distributor quality metrics including service levels, route compliance, stock accuracy, and BEE App call compliance.
• Conduct periodic distributor operational audits and implement corrective action plans for performance gaps.
• Drive continuous improvement initiatives using sales data, audit findings, and field performance analytics.
• Ensure compliance with product handling, stock rotation (FIFO/FEFO), and financial control standards across the distribution network.
• Identify risk due to change in channel or competitive landscape.
• Ensure regulatory compliance in execution of duties in the country.
• Ensure Adherence to Movit Group and In Country Policies and Procedures
• Prepare and submit monthly reports

• Analysis and Sales forecasting Skills
• Distributor Management
• MS Office
• Distributor Management Systems

• Bachelor’s Degree in a Business-related field of study from a recognized university.
• Minimum of (5) years’ relevant work experience in FMCG sales and distribution setting