RTM and Distributor Development Manager

OverviewThe RTM and Distribution Development role leads the design and execution of Route-to-Market (RTM) strategies to maximize distribution reach, optimize coverage, and deliver cost-effective service. The position is accountable for managing distributor operations and performance, ensuring compliance, and driving continuous improvements in sales processes and distribution models. It also supports product launches and trade programs, leveraging data and analytics for decision-making and ROI tracking. The role requires strong cross-functional collaboration with Marketing, Supply Chain, and Finance to align on growth targets, resolve operational issues, and adapt to evolving market trends. Additionally, the position drives sales capability development through training, coaching, and embedding sales tools to enhance field productivity.ResponsibilitiesWhat you will be responsible for:Lead RTM strategy design and execution to maximize distribution reach, optimize coverage models, and ensure cost-effective service delivery.Identify, develop, and implement new business opportunities in existing and new customer channels and define the business model.Manage distributor operations and performance, including setting KPIs/scorecards, conducting regular reviews (MBR/QBR), and addressing stock, claims, and compliance issues.Support product launches and trade programs by aligning RTM design, outlet targeting, and channel-specific activations with Trade Marketing, Marketing and Supply Chain.Leverage data & analytics to build dashboards, track KPIs, and drive fact-based decision making on distribution gaps, productivity, and trade ROI.Ensure governance and compliance in distributor contracts, pricing structures, claims management, and sales processes.Build strong cross-functional collaboration with Marketing, Supply Chain, and Finance to align growth targets and resolve operational bottlenecks.Continuously improve RTM and distribution models to adapt to evolving customer/consumer trends, emerging channels, and competitive landscape.Drive sales capability development by building and rolling out annual training calendars, coaching distributor/field sales teams, and embedding sales tools (SFA/CRM).Lead initiatives to optimize sales processes (e.g., territory management, call planning, CRM utilization)QualificationsWhat you will need to have:Minimum bachelors degree in a relevant major7-10 years of FMCG commercial experience, with a strong mix of sales, trade/channel development, route-to-market, and distributor management across General Trade and Modern Trade.Proven track record in distributor management, including setting KPIs, conducting performance reviews, and driving Joint Business Plans (JBP) with multi-distributors experience.Strong expertise in sales capability building, including designing and delivering training programs, embedding sales tools (e.g., SFA/CRM), and driving field-force productivity.Experience in channel development, with ability to design execution standards, promotional playbooks, and activation calendars for MT and GT.Solid understanding of RTM models and distribution economics, including coverage design, cost-to-serve, 3PL management, and claims/governance.Excellent analytical skills with the ability to distill large data sets into actionable insights, dashboards, and KPIs to track distribution, OSA, and ROI.Strong stakeholder management and influencing skills, with proven ability to collaborate across Sales, Marketing, Supply Chain, and Finance.Bachelor’s degree in Business, Marketing, or related field.Fluency with commercial systems and tools (Excel, BI dashboards, CRM/SFA platforms).Leadership qualities: ability to manage ambiguity, coach teams, and drive execution in a fast-paced and highly competitive environment.The following critical experiences are inherent in the position:Leading RTM design or execution in an FMCG environment.Managing large distributors and indirect salesforces.Delivering successful product launches and trade activations through channel-specific strategies.Embedding sales excellence processes and tools in field organizations.Cross-functional collaboration with Marketing and Supply Chain to deliver integrated business results.