Route to Market Manager

Position Overview

MarbleClear Limited is seeking a Route-to-Market Manager to lead a comprehensive transformation process aimed at enhancing how the company sells, distributes, and delivers its products to trade partners and consumers.

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 and business requirements