Our client, a key player in the manufacturing industry, is seeking to hire a Route-to-Market Manager who will lead a comprehensive transformation process aimed at enhancing how the company sells, distributes, and delivers its products to trade partners and consumers.

Key Requirements

• BA/B.Sc.  in Business Administration, Marketing Management, Business Management, or related field.
• Minimum of 7 years’ experience in Sales & Marketing with 2 Years in RTM specialization experience in a FMCG organization.
• In-depth understanding of market structures, distribution channels, and consumer trends in Nigeria.
• Excellent analytical and numerical skills for interpreting sales and market data.
• Must have a valid driving license and be of unquestionable character.
• Proven ability to manage and optimize processes and projects effectively.
• Ability to prepare written presentations, reports, and pricing tenders.

Key Responsibilities

• Develop and implement effective Route-to-Market (RTM) strategies tailored to various state market models.
• Execute and evaluate RTM performance and distributor infrastructure to ensure optimal efficiency and coverage.
• Define and manage cross-functional processes with departments such as Marketing (for trade marketing activities) and Supply Chain (for inventory management at the distributor level).
• Oversee beat planning and route optimization to improve sales team efficiency and coverage.
• Set clear sales KPIs—covering targets for primary and secondary sales, market coverage, and SKU distribution—and drive performance toward their achievement.
• Lead the design and implementation of Sales Force Automation (SFA) systems to enhance planning, execution, monitoring, and reporting efficiency.
• Drive both operational and strategic RTM initiatives with distributors, ensuring sustainable growth and efficient route service delivery.
• Coordinate RTM activities across regions, adapting routes and processes to meet evolving customer and market needs.
• Develop and implement innovative RTM programs with appropriate performance controls, reporting tools, and accountability frameworks.
• Build and monitor effective business routines that deliver consistent sales performance and operational success.
• Collaborate across regions to enhance distributor compensation models that reward volume growth, market share expansion, and delivery performance.
• Maintain strong numeric distribution and continuously review the dealer database to identify and leverage growth opportunities.
• Regularly assess and update RTM strategies in response to market dynamics, competitive pressures, and resource considerations.