RTM - Cluster Manager

Job Objective

To drive RTM (Route-to-Market) priorities within the assigned cluster by executing distribution initiatives, building strong collaboration with cluster and zonal teams, and ensuring the feasibility and practical implementation of RTM strategies.

Job Responsibilities

Execution & Distribution Management:

• Determine RTM priorities aligned with cluster strategy and communicate these to zonal teams.
• Collaborate with heads from other cluster functions to address RTM opportunities holistically.
• Track RTM KPIs, assess service model effectiveness, and test solutions with Sales and Zonal RTM teams.
• Scale up tested solutions and continuously monitor progress through regular connects with zonal teams.

Wholesale Channel Optimization:

• Drive horizontal expansion of wholesalers in the cluster and optimize billing efficiency.
• Conduct survey-based corrections in the database, revise segmentation, and design PICOS for the wholesale channel.
• Engage with PG wholesalers through loyalty programs, quality performance standards, and outlet expansion strategies.

Distributor and Enabler Management:

• Implement distributor management processes and digital enablers to optimize RTM.
• Ensure distributor sustainability and conduct regular reviews to identify gaps and optimize performance.
• Manage logistics and supply chain solutions to enhance distributor operations within the cluster.

Cross-Functional Collaboration and Process Improvement:

• Collaborate with the Corporate RTM team to refine service models and enhance operational effectiveness.
• Coordinate with zonal capability teams to align RTM strategies with capability-building efforts.
  

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Supervision/Reporting Structure
•    Supervises: RTM Execution Leads
•    Direct Reports: 1-2
Key Customers/Stakeholders
•    Internal: Zonal RTM Team, Zonal Sales Team, Zonal Capability Team, Corporate RTM Team
•    External: Distributors, Wholesalers, Spoke Vendors

Job Requirement

Job Requirements
•    Qualifications: MBA or equivalent PG Diploma from a reputed institute
•    Experience: In-depth knowledge of distribution network design, execution, and management
•    Travel: +40% within the assigned cluster
Functional Skills
•    Project Management: Expertise in managing large-scale RTM initiatives.
•    Distribution Network Management: Proficiency in building and optimizing distribution networks.
•    Change Management: Ability to lead and implement process changes effectively.
•    Financial Acumen: Strong understanding of financial principles in distribution.
•    Cross-Functional Collaboration: Experience working with multiple functions to achieve operational goals.
•    Process Optimization: Expertise in improving processes for better efficiency.