DGM/GM - Route To Market - FMCG (8-10 yrs)

Job Description: DGM/GM - RTM (Route to Market)

Role Overview:

The RTM Manager is responsible for leading the development and implementation of a scalable and efficient Route to Market (RTM) strategy that aligns with service level expectations for distributors and DSD routes at an optimized cost.

This role involves building a comprehensive RTM roadmap in collaboration with the Bottling team, influencing and developing the sales teams, and ensuring the capability to support larger business growth.

Key objectives include ensuring a 100% Fill Rate in both Traditional and Modern Trade through effective RTM interventions.

Key Responsibilities (KRAs):

Business Objectives:

- Develop both short-term and long-term RTM plans.

- Lead processes to assess and enhance the organization's ability to execute the RTM plan.

- Coordinate RTM activities and adjust routes to meet customer needs, improve efficiencies, and resolve operational challenges.

- Align with the Sales and Plant teams on the integrated RTM model and the roadmap for RTM implementation.

- Drive the execution of RTM plans across the business.

- Develop and enhance distributor logistics capabilities (infrastructure, processes, and systems).

- Ensure appropriate controls and reporting are in place to meet both statutory and company requirements.

Distributor Management:

- Develop and enhance distributor logistics capabilities, including godown space, vehicles, and required stock investments.

- Implement and maintain an Auto Stock Replenishment Module to reduce Out-of-Stock (OOS) situations.

- Ensure continuous replenishment systems for distributors.

- Monitor daily scheduled route vehicle operations to ensure Fill Rate.

- Identify operational issues and provide appropriate solutions.

- Optimize route efficiency through the control of receivables, including COL.

- Conduct regular training and periodic audits of WUN & RUN.

- Optimize routes through the appointment of new distributors.

DSD Route Management:

- Optimize route efficiency by implementing and enhancing dynamic delivery systems.

- Improve delivery agent utilization across various deliveries.

- Monitor and ensure Fill Rate by overseeing daily scheduled route vehicle operations.

- Identify and resolve operational issues promptly.

- Control short cash, including COL, to optimize utilization.

Coordination Activities:

- Ensure constant information flow to and from all stakeholders involved in RTM activities within the sales team.

- Develop robust planning and logistics systems with the shipping and plant teams to optimize route and primary delivery efficiencies.

- Maintain coordination with CCI to ensure the positive impact of business activities, including schemes and promotions.

New Initiatives:

- Develop RTM plans for emerging new products.

- Drive continuous auto replenishment systems for distributors.

- Plan and develop consistent processes across territories to enable efficient distribution systems.

Financial Management:

- Optimize costs by controlling credits to distributors.

- Plan and optimize costs by aligning route realignments and mergers with the sales team.

- Implement cost-saving measures through dynamic delivery systems.

- Optimize DA and sales helper incentives.

People Management:

- Enhance the capabilities of the RTM team, including primary executives and ASMs, by providing training on distributor handling, stock management, receivable management, and dispatch planning.

- Ensure effective information flow for dynamic delivery expansion, providing necessary training to REs, ASMs, and DAs.

- Align delivery agents (DAs) and sales helpers to the dynamic delivery system.

- Organize regular training and refresher courses for DAs on cooler purity and warm stock display to improve RED.

- Enhance optimization for route design and outlet-level data integration.

Requirements:

- In-depth understanding of Bottler operations and the FMCG environment.

- Detailed knowledge of FMCG/beverage business operations, focusing on logistics, distribution, sales, and channels.

- Experience in sales and Route to Market strategy, driving a "Picture of Success" at the outlet level.

- Strong background in distributor management, channel knowledge, and dynamics.

- Excellent interpersonal skills with the ability to collaborate across functional boundaries.

- Strong analytical and planning capabilities.

- Ability to sustain optimum Route to Market performance.

- Excellent communication and negotiation skills.

This role offers an exciting opportunity to lead RTM strategy and execution, ensuring that the business is prepared for scalable growth and operational excellence in distribution and logistics.