Position Title: Regional Route to Market Specialist
Employer: BGI Ethiopia
Employment: Full-Time | Permanent
Place of Work: Addis Ababa - Ethiopia
Posted date: 9 months ago
Deadline: Submission date is over
Job Summary
Support sales and business growth by managing and implementing all the Route-to-Market strategies and a scalable Route to Market development strategy in the regions assigned with the aims of achieving higher efficiencies in product distribution and a sustained competitive advantage, from both a strategic and an operational viewpoint, consistent with best practices across the country to grow the market effectively.
Main Duties and Responsibilities
- Implement the RTM for the region in line with the new regional approach, modeling and mapping all territories to be fit for purpose to address the needs for the coming 12 months.
- Effective division of country in distributor territories using gravity modelling, with a clear plan for the bottle and draught businesses
- Assess the company and distributors capability for effective activation of the RTM and implement the changes for an effective, sustainable RTM.
- Develop and maintain the best practice guidelines for Distributors and sales target achievement by SKU
- JBP to be developed quarterly and reviewed against achievement of KPI’s
- Manage contract renewals and KD requirements as per the RTM needs of the business
- Design and implement a dashboard of execution standards, Stock levels, service efficiency, etc…
- Collaborate with Capability team, Marketing, Trade Marketing as well as Field sales team to implement campaigns and programs
- Perform other duties and responsibilities as assigned by the line manager
Job Requirements
- Experience and skills in Route-to-Market, Distributor engagement and In-field Sales experience within the Beverage or FMCG industry, ideally working with distributors.
- Solid understanding of RtM principles and practices with a good understanding of the systems and technology running in the beer market.
- Good understanding of the beer market especially tier classification and hot spot areas within the distributor territory.
- Comprehensive knowledge of all competitor activities (RtM, Distributor dynamics, Trade Activity and Promotions (LOS), Market shares etc…).
- Proven sales campaign coordination and implementation abilities
- Able to coordinate and implement the RtM project plan to ensure the key success measures are achieved in the designated timeframe.
- Excellent verbal and written communication skills at all levels within the organization. The ability to convince and influence people, find solutions and be assertive when required.
- Languages. Able to communicate confidently in Amharic and English.
- Computer literate including MS Office suite to an intermediate level.
- Travel. Willing to travel nationally as per the job requirements
Education
- The position requires a minimum of a Bachelor’s degree in Marketing Management or Management or Business Management/Business Administration or related or field of studies
Experience
- 4 years’ sales operations experience in an FMCG
Language
- English
