Route to Market Manager

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.