Our client, a leading FMCG company, seeks to hire an experienced Route-to-Market (RTM) Manager to develop and execute nationwide route-to-market strategies that optimize product distribution, improve market coverage, and drive sales performance. The role is responsible for designing efficient distribution models, strengthening distributor networks, and implementing sales processes that enhance route productivity and business growth.

Key Requirements

• B.A/B.Sc/MBA in Business Administration, Marketing, Business Management, or a related field.
• Minimum of 7 years' experience in Sales and Marketing, with at least 2 years of specialized experience in Route-to-Market (RTM) within an FMCG environment.
• Experience in the dairy industry is an added advantage.
• Strong understanding of Nigeria's market structure, distribution channels, and consumer trends.
• Proven experience in sales planning, distributor management, route optimization, and market development.
• Experience implementing Sales Force Automation (SFA) tools and sales performance management systems.
• Strong analytical, project management, leadership, and stakeholder management skills.
• Excellent presentation, reporting, and communication skills.
• Valid driver's license with willingness to travel extensively.

Key Responsibilities

• Develop and implement nationwide Route-to-Market strategies to improve product availability, market penetration, and distribution efficiency.
• Design and optimize distributor territories, sales routes, and coverage plans using route optimization and geo-mapping tools.
• Develop and implement sales processes for primary and secondary sales execution to improve sales performance.
• Build and manage strong relationships with distributors, ensuring alignment with business objectives and sustainable growth.
• Monitor distributor performance, inventory levels, and route productivity to improve operational efficiency.
• Establish, monitor, and drive key sales KPIs, including market coverage, SKU distribution, sales productivity, and sales target achievement.
• Lead the implementation and continuous improvement of Sales Force Automation (SFA) systems to enhance sales planning, execution, reporting, and decision-making.
• Collaborate with Sales, Marketing, Supply Chain, and other cross-functional teams to ensure effective trade execution and distribution planning.
• Analyze market trends, sales performance, and customer insights to continuously improve RTM strategies and identify growth opportunities.
• Maintain and continuously update the distributor and dealer database to support strategic expansion and business growth.
• Prepare periodic performance reports and provide actionable recommendations to improve route efficiency, distributor performance, market coverage, and sales productivity.