RTM Manager

Main Responsibilities:

• Providing RTM framework and proposal.
• Providing sales analysis and reporting tools.
• Building and improving sales processes, sales operation systems and policies.
• Acting as a project manager on sales projects coordinating all parties involved (i.e. Route to Market project, PDA project, Web-selling …).

Route to Market Strategy Planning, Evaluation, and Monitoring

• Provincial/city Data Review & Diagnosis: Conduct Yearly/quarterly deep-dive reviews on provincial and city-level performance data to identify under/over-performing pockets, diagnose root causes, and provide fact-based recommendations to support sales team in evaluating regional proposals.
• Support the Team in translating the RTM roadmap (city/Province, channel, trade coverage) into actionable penetration plans, including channel prioritization, resource allocation templates, and milestone tracking.
• Investment Modeling & Scenario Simulation: Build and maintain financial models to simulate RTM investment scenarios (human resources, financial tools, system enablers) based on business strategy plans; quantify ROI and trade-offs for different city/channel coverage options.
• Value Chain Facilitation (Direct vs. Indirect): Design, model, and facilitate the value chain economics for channels—mapping trade margins, and promotional investment flows across Direct and Indirect models—to minimize cross-channel conflict and to facilitate alignment with cross function like Revenue management, Finance and supply chain etc.
• Sales Force Productivity Analytics: Partner with SFM team (already in place) to analyze sales force productivity metrics (coverage ratio, call frequency, strike rate, territory efficiency); identify improvement opportunities and feed insights into territory planning and incentive design.
• Onboarding & Process Optimization: Run and continuously improve the new distributor onboarding process—ensure seamless integration with operation team.
• Direct vs. Indirect Conversion Modeling & Decision Support: Together with cross function, develop financial and operational models to evaluate the viability of converting a distributor-managed city/account from Indirect to Direct supply (or vice versa)—factoring in volume potential, logistics cost, trade margin reallocation, P&L impact, and organizational readiness.

Drive all sales efficiency related systems, tools & reporting development and implementation, i.e PDA, Data analysis system with different department support

• Collect and analyses all available data from Panel and Nielsen to monitor achievement of distribution targets, provide reporting on achievement of Building Blocks KPIs, coordinate between SOP, Regional Sales Managers, National Key Account Manager and Marketing to develop actions in order to improve achievement.
• Follow up sell-out on an on going basis through scan data and promoter data as well as sales statistics and stock data from distributors, and call card reports.
• Collect and analyse data and information on market and competition, develop reports and propose action to improve Ferrero positioning or to manage specific issues (i.e low rotation of the product, shortage of the product …).

Budget, manage and control sales Overheads

• Budget, manage and control sales overheads cost.

Other tasks assigned by line manager or company

About You:

Strong strategic thinking, analytical skills, communication skills, Market Knowledge: Traditional & Modern Trade, Snack channel, Ecommerce, e-B2B etc; Channel & Customer Plan; Sales, Field & Merchandising Processes; Proactive, dynamic, responsible, able to work under pressure and meet deadlines, result-oriented, English – fluent

Equal Opportunity Employer

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero.