Route To Market Senior Supervisor

The RTM Senior Supervisor supports the strategic design, implementation, and optimization of the company’s route-to-market (RTM) framework. This role ensures optimal market coverage, efficient sales execution, and data-driven performance management across Go-To-Market projects, Master Coverage Plan management, sales effectiveness tracking, and incentive programs.

Key Responsibilities

1. Go-To-Market (GTM) Projects

• Support development and execution of GTM initiatives to drive availability, visibility, and distribution efficiency.

• Analyze market dynamics and customer segmentation to inform channel and route strategies.

• Collaborate cross-functionally with Marketing, Sales, and Supply Chain to ensure alignment of GTM projects with business objectives.

• Monitor and report GTM project KPIs, identifying areas for continuous improvement.

2. Master Coverage Plan (MCP) Management

• Maintain and update the MCP to ensure optimal territory and outlet coverage.

• Analyze distribution gaps, channel productivity, and territory potential to recommend adjustments.

• Ensure accuracy of outlet classification and channel mapping in the sales database.

• Coordinate with field teams to validate MCP data integrity and execution compliance.

3. Sales Effectiveness KPIs Tracking

• Develop and maintain dashboards and reports to monitor key sales and RTM performance metrics (e.g., strike rate, outlet coverage, call productivity).

• Evaluate sales effectiveness at distributor and sales representative levels.

• Provide actionable insights to improve sales execution and efficiency.

4. Distributor / Sales Rep / Sales Supervisor Incentive Analysis

• Design and evaluate incentive schemes aligned with RTM objectives and performance targets.

• Track and analyze payout effectiveness, ROI, and behavioral impact of incentive programs.

• Recommend data-driven adjustments to improve motivation and fairness in incentive systems.

5. Route Optimization

• Conduct periodic route audits to ensure optimal route design for cost efficiency and service frequency.

• Leverage route planning tools and analytics to enhance visit productivity and reduce travel time.

• Support deployment of digital route management solutions and ensure adoption among field teams.

6. Training & System Implementation

• Support onboarding and capability training for new Sales Representatives (SRs) and Sales Supervisors (SSs) within the assigned areas.

• Coordinate the implementation of new company policies or operational regulations (if any) related to RTM system operations and field execution.

• Provide training and ongoing support to ensure field teams effectively adopt digital RTM tools for route and performance management.

• Leverage technology to enhance route and KPI analysis, and automate reporting processes where possible.

• Bachelor’s degree in Business, Economics, Marketing, or related field.

• 3–5 years of experience in Sales Operations, Route to Market, or Commercial Planning roles.

• Strong analytical, numerical, and Excel/Power BI skills.

• Experience with FMCG or distribution-based business models preferred.

• Excellent communication and presentation skills.

• Qualification: Bachelor
• Age: Unlimited
• Job type: Permanent