Role summary:

The RTM Supervisor is responsible for implementing and overseeing Route-to-Market strategy execution, ensuring the efficiency of distributor operations, optimizing sales performance, and driving business growth within assigned territories.

External Stakeholder:

• Distributors
• Customers
• Competitors

Internal Stakeholder:

• Sales Team
• Marketing Team
• Finance Team

Functional Outputs/Activities per key performance area:

Route-to-Market Execution & Territory Management

• Implement RTM plans to optimize distributor and market coverage.
• Support in configuring distributor territories and route designs based on market dynamics.
• Monitor distributor operations to ensure adherence to recommended daily, weekly, and monthly sales routines.
• Ensure timely and effective onboarding of new distributors.
• Support the roll-out and sustainment of profitable distributor territories.
• Coach and train Distributor and MPL sales teams to embed best practice RTM practices
• Identify, action and/or report RTM opportunities and gaps

Distributor & Sales Performance Management

• Monitor and evaluate distributor performance to ensure RTM standards are met.
• Ensure distributors maintain required stock levels to meet demand and avoid stockouts.
• Track and manage distributor cross-range sales initiatives across territories.
• Ensure proper usage of Sales Force Automation (SFA) tools by distributors.
• Provide periodic reports on distributor performance, identifying gaps and opportunities for improvement.

Sales Team Supervision & Capability Building

• Provide leadership, coaching, and guidance to sales teams to drive high performance.
• Support frontline sales teams in executing RTM initiatives.
• Train and develop distributor sales staff to enhance productivity and efficiency.
• Ensure structured sales meetings and performance reviews are conducted regularly.

Distributor Relationship Management

• Partner with distributors to ensure business growth and profitability.
• Build strong relationships with distributors to enhance commitment to sales objectives.
• Address distributor challenges and provide solutions to enhance operational efficiency.
• Ensure distributors comply with company standards and policies in operations.

Operational

• Track and monitor distributor financial health and business sustainability.
• Ensure distributors operate within approved guidelines.
• Oversee the execution of RTM initiatives within assigned territories.
• Ensure compliance with company policies, pricing structures, and route plans.

Financial & Budgetary Management

• Manage expenditure and adherence to budget for assigned activities
• Ensure financial sustainability of distributors and oversee their business profitability

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

Minimum Qualification Requirements:

Bachelor’s Degree in a Business-related field of study from a recognized university.

Minimum Experience:

Minimum of (3) 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
• Communication Skills

Growth Potential:

• Successful candidate will be set up for succession planning to Route to Market Manager 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.

Job Assessment

• Interview
• Psychometric assessment
• Case Study

• Implement RTM plans to optimize distributor and market coverage.
• Support in configuring distributor territories and route designs based on market dynamics.
• Monitor distributor operations to ensure adherence to recommended daily, weekly, and monthly sales routines.
• Ensure timely and effective onboarding of new distributors.
• Support the roll-out and sustainment of profitable distributor territories.
• Coach and train Distributor and MPL sales teams to embed best practice RTM practices
• Identify, action and/or report RTM opportunities and gaps
• Monitor and evaluate distributor performance to ensure RTM standards are met.
• Ensure distributors maintain required stock levels to meet demand and avoid stockouts.
• Track and manage distributor cross-range sales initiatives across territories.
• Ensure proper usage of Sales Force Automation (SFA) tools by distributors.
• Provide periodic reports on distributor performance, identifying gaps and opportunities for improvement.
• Provide leadership, coaching, and guidance to sales teams to drive high performance.
• Support frontline sales teams in executing RTM initiatives.
• Train and develop distributor sales staff to enhance productivity and efficiency.
• Ensure structured sales meetings and performance reviews are conducted regularly.
• Partner with distributors to ensure business growth and profitability.
• Build strong relationships with distributors to enhance commitment to sales objectives.
• Address distributor challenges and provide solutions to enhance operational efficiency.
• Ensure distributors comply with company standards and policies in operations.
• Track and monitor distributor financial health and business sustainability.
• Ensure distributors operate within approved guidelines.
• Oversee the execution of RTM initiatives within assigned territories.
• Ensure compliance with company policies, pricing structures, and route plans.
• Manage expenditure and adherence to budget for assigned activities
• Ensure financial sustainability of distributors and oversee their business profitability
• 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
• Self-Starter & Action Oriented.
• Ability to harness peer Relationships.
• Agile and self - driven
• Collaboration
• Problem Solving
• Communication Skills

• Bachelor’s Degree in a Business-related field of study from a recognized university.
• Advanced experience with MS Office, Distributor Management Systems.
• Solid experience in distributor management, sales execution.