Danh mục

Quản lý phát triển hệ thống phân phối | RTM Associate Manager

Position / Title/ Name:

Route To Market Associate Manager


Sales Development/ Vietnam Sales


Ho Chi Minh

Strategic purpose of the position:

Adapt and executes the right RTM including routes and distribution models to ensure the business growth profitability

Personal qualifications / competencies:


·       Excellent commercial sense

·       Excellent analytical and strategic thinking skills

·       Good planning, implementation and presentation

·       Excellent sales orientation mindset and strong collaboration skills,

·       Ability to convince/influence on VP Sales, SD, RSM, ASM and Distributors

·       Good communication in Vietnamese & English



·       Proactive, self-starter

·       Pragmatic problem solving in complex/ambiguous situations

·       Highly motivated, energetic, enthusiastic and team oriented 

·       Outgoing, comfortable in bar/nightclub drinking environment

·       Strong team player

Educational / minimum requirements:

Education/Professional Qualification

·       University graduate major in Business/Marketing of equivalent


·       Experience: 3-5 years Sales experience, ideally in FMCG or drinks/tobacco, of which min. 2-3 years’ experience from Business Development or RTM function

Job responsibilities:


·       Develop an RTM Roadmap aligned to sales growth initiatives. 

·       Ensure alignment with channel partners on integrated RTM model and driving RTM execution. Manage interactions with distributors & influence to invest in RTM Capability & Infrastructure. 

·       Align and cooperate with ASM, RSM to roll out and deploy RTM initiatives. 

·       Lead the implementation & transfer of best practices in RTM across territories. 
Coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls & reporting are in place to meet statutory & company requirements

·       Analyze, evaluate and assist Sales Team to develop and deploy right RTM



·       Understanding of Nielsen Data and building the RTM strategy based on the key observations; analyze information and insights against KPIs at a Territory level 

·       Drive continuous business improvement in the secondary sales to optimize route productivity and cost efficiencies.



·       Propose goals and KPIs for distributor activities and track ongoing results.

·       Analyze distribution matrix and territory mapping to address growth/ expansion opportunities, provide suitable solutions/ RTM models to improve (strengthening, expanding, trade segmentation, outlet classification, routing, re-routing…)

·       Analyze and evaluate distributors’ operation profitability (Distributor Assessment), align with Sales Management Team and Distributors on remedial Improvement Plans and Development Plans for 1-3 years where applicable. Follow up implementation and improvements of Sales Team and Distributors.

·       Contribute in shaping distributor strategy: classification/ segmentation and trade terms to strengthening strategic partnership with distributors.

·       Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems. 

·       Review and optimize Distributor Management Process (open/close, including distibution requirements i.e warehousing, route coverage, tools, finance, back office systems, organizational structure; new route, merging route…), cascade and follow up.

·       Assess training needs at distributor level and provide inputs to trade development team. 

Other accountabilities:

·       Work closely with Sales Cap, Trade Marketing, MOFT to have better alignments related to distribution system, and leverage the system for business growth.

Ensure the Distributor Management Process be duly complied.

Stakeholders & Relations

Internal & External

Local:  Sales Leadership team, VP Sales, Field sales in all level, Channel Marketing team

External:  Distributors and customers


Send your resume to [email protected]