Group RTM Manager North Africa

The mission of this role is to support the execution of North Africa (Morocco and Algeria) Route To Market strategy. This implies to support the BUs in implementing and upgrading their RTM Model by segmenting the market and defining the most effective service level and picture of success, using the most efficient RTM configuration model.

The role will have a strong partnership with the Commercial Department of the Business Unit to implement the RTM Model as well as with the BTS team to deploy the right tools leveraging technology.

Implement and upgrade the RTM Models in NA

* Lead the deployment of the RTM fundamentals and upgrade the RTM Models following the strategic guidelines of the Group
* Assess current RTM setup by customer segment (including sales force deployment guidelines)
* Supervise the implementation of preferred distribution model, customer segmentation methodology, service level offered and sales force frequency of visit and duration based on Group strategy

Performance Monitoring

* Monitor SFE (Sales Force Execution) performance ensuring proper control on SFE KPIs: Strike Rate, Visit Compliance, Top SKUs, Dropsize etc.
* Monitor RED Score (Right Execution Daily) vs targets and define action plans for performance increase
* Review and assess deviations from SFE targets on a monthly basis and build corrective action plans together with the local teams to improve SFE results
* Monitor the Cost-to-Serve of existing RTM Models and report CTS evolution to Group RTM Manager and senior sales team members*
* Set-up additional KPIs based on RTM model evolutions

Systems and Tools

* Define and deploy the most suitable Systems and Tools to maximize the effectiveness and ensure the good execution of the RTM Model in each case (Routing; IRED; Dashboards etc.)
* Ensure the Systems and Tools are well embedded in the day to day of the sales teams through capability upgrading and change management frameworks

Sales Force Automation deployment

* Define the Business Requirements Document (BRD) for the deployment of IT solutions to the sales team
* Supervise the development and roll-out of the IT solutions and unblock criticalities

Customer Satisfaction

* Ensure deployment of Customer Satisfaction monitoring process
* Evaluate results and define action plans in coordination with Trade Marketing and Commercial Teams

EDUCATIONAL AND OTHER SPECIFIC TRAINING REQUIREMENTS:

* Marketing, Business Administration, Engineering
* French & English professional level
* Project Management Skills
* Advanced user of MS Excel and PowerPoint
* > Power BI for reporting
* > Sales Force Automation Solutions

AREAS OF EXPERTISE AND YEARS OF EXPERIENCE:

* More than 8 years of experience in Fast Moving Consumer Good companies preferably in Beverage industry, or at least 5 years in leading commercial consultancy projects
* Experience in international and matrix organizations
* Deep knowledge of Route To Market strategy definition and implementation, and proven track understanding of commercial organizations
* Experience with cross-functional projects (Supply chain, IT, HR etc.)
* Balance of analytical skills and field experience (market execution, merchandising standards etc.)
* Expertise in project management and Business Development

POTENTIAL CROSS MOVEMENTS:

Market Excellence BU’s

Sales Manager

ECCBC BUSINESS ENABLERS

* Self-leadership
* Collaborative Leadership
* Analytical Skills
* Cross Cultural mindset
* Drive for results
* Strategic thinking
* People Development
* Drive for results
* Managing 360º expectations
* Setting Goals for others (tasks force, project team members)
* Collaborative Leadership
* Story Telling (promotion standards among BU’s)
* Empowering people (task force, project team members)