A. RTM Strategy & Operating Model • Support development and implementation of national RTM strategy aligned with business priorities, portfolio strategy, channel ambition, and regional growth opportunities. • Translate RTM strategy into clear regional and channel-level action plans. • Support RTM model design by geography, channel, outlet type, distributor capability, and sales force structure. • Identify RTM gaps, inefficiencies, and opportunities through structured analysis of outlet universe, sales performance, distributor performance, and execution quality. • Contribute to strategic projects such as RTM transformation, distributor model redesign, market expansion, and route optimization. B. Outlet Universe, Census & Coverage Management • Manage outlet universe data, census results, outlet classification, and outlet segmentation for assigned areas or channels. • Recommend coverage strategy by outlet segment, channel, geography, and sales resource availability. • Track coverage quality, active outlet ratio, visit compliance, strike rate, and route productivity. • Work with Sales teams to ensure outlet master data quality, route discipline, and sustainable outlet coverage. C. Route Planning & Sales Force Effectiveness • Support route design and route optimization to improve SR productivity, outlet service frequency, call efficiency, and sales conversion. • Analyze SR workload, span of control, outlet allocation, visit frequency, daily call plan, and route compliance. • Provide recommendations on SR headcount allocation based on outlet universe, commercial ambition, workload, and productivity benchmarks. • Track sales force performance through call completion, productive calls, strike rate, drop size, working hours, active outlet ratio, and sales output. • Support improvement initiatives related to sales routines, in-call missions, execution quality, and field productivity. • Partner with Sales Capability and Sales leaders to improve the effectiveness of SR, ASM, and RSM ways of working. D. Distributor Management • Support development and implementation of distributor performance management frameworks. • Analyze distributor performance based on volume delivery, target achievement, stability, coverage support, infrastructure, financial capability, service quality, and partnership potential. • Support distributor segmentation using performance and potential criteria. • Identify underperforming distributors and recommend actions such as improvement plans, territory redesign, consolidation, replacement, or capability building. • Support distributor CSAT surveys, performance reviews, contract framework input, and distributor engagement routines. E. Commercial Planning & Business Partnering • Act as RTM business partner for assigned Sales regions or channels by providing insights, analysis, and recommendations to support commercial decisions. • Support annual planning, long-term planning, headcount planning, expansion planning, and monthly business reviews. • Provide RTM inputs for business cases, new market opportunities, channel prioritization, and investment decisions. • Collaborate with Trade Marketing to ensure trade programs are aligned with outlet segments, distributor capability, and execution reality. • Support Sales leaders with fact-based recommendations and structured decision papers. F. New Product Launch & Strategic Initiatives • Support RTM readiness for new product launches, including outlet selection, regional/channel prioritization, and tracking mechanism. • Monitor launch execution by outlet coverage, distribution, sales performance, visibility, and field compliance. • Provide feedback to Brand, Trade Marketing, and Sales on launch performance and RTM improvement actions. G. Digital RTM & eB2B • Support rollout and adoption of digital RTM tools, including eB2B platform, DMS-related processes, dashboards, and field execution tracking. • Coordinate with local and global teams on localization, user readiness, customer onboarding, distributor engagement, and issue resolution. • Support training and communication for Sales, distributors, DMS admins, and relevant stakeholders. • Track platform adoption, order quality, active users, issue logs, and business impact after rollout. • Provide recommendations to improve digital adoption and integrate digital capability into future RTM and distributor management decisions. H. Data, Dashboard & Performance Tracking • Build and maintain RTM performance tracking for assigned regions, channels, and workstreams. • Analyze internal and external data to identify trends, gaps, risks, and opportunities. • Prepare RTM reports, dashboards, management updates, and business review materials. • Ensure data accuracy, consistency, and relevance for decision-making. • Translate data into clear business insights and recommendations for Sales and senior management. [Requirements] • 3-5 years of experience in Sales, RTM, Sales Operations, Commercial Planning, Trade Marketing, Distributor Management, or related commercial roles. • Experience in FMCG, beverage, tobacco, consumer goods, or other route-to-market intensive industries is preferred. • Strong understanding of GT/MT channels, distributor operations, outlet coverage, sales force structure, and field execution. • Experience working with Sales teams and distributors is highly preferred. • Experience in project management, data analysis, dashboarding, or commercial transformation is an advantage.