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Position: Regional Route to Market Specialist (Hassa & Addis Ababa)
Job Time: Full-Time
Job Type: Permanent
Place of Work: Hassa & Addis Ababa - Ethiopia
Posted date: 3 weeks ago
Deadline: Submition date is over

Job Summary

Responsible for implementing all the Route-to-Market strategies in the regions assigned with the aims of achieving higher efficiencies in product distribution and a sustained competitive advantage, from both a strategic and an operational viewpoint, consistent with best practices across the country to grow the market effectively. The Role is responsible for leading the implementation of a scalable Route to Market development strategy in the regions that meet the service level expectations at an optimized cost. The role requires an understanding of a strategic RTM roadmap with the distributors. It will entail building distributer capability and being ready for a much larger business through optimum RTM interventions. The job requires ‘Jumpstarting’ the RTM change for building a sustainable, high-growth, profitable business. The role will require building capability for world-class execution and operational marketing. Managing Interactions with Regional Distributors and their Leadership Team and influencing them to invest in RTM Capability & Infrastructure. The role ensures alignment with the Distributors on the integrated RTM model, Roadmap for RTM implementation, and driving RTM execution.

Main Duties and Responsibilities

  • Implement the RTM for the region in line with the new regional approach, modeling, and mapping all territories to be fit for purpose to address the needs for the coming 12 months.
  • Effective division of the country in distributor territories using gravity modeling, with a clear plan for the bottle and draught businesses
  • Assess the company and distributors' capability for effective activation of the RTM and implement the changes for an effective, sustainable RTM.
  • Develop and maintain: The best practice guidelines for Distributors and Sales target achievement by SKU
  • JBP to be developed quarterly and reviewed against the achievement of KPIs
  • Manage contract renewals and KD requirements as per the RTM needs of the business.
  • Design and implement a dashboard of execution standards, Stock levels, service efficiency, etc
  • Collaborate with Capability team, Marketing, Trade Marketing as well as Field sales team to implement campaigns and programs.

Job Requirements

  • 2-4 years of sales experience
  • Solid understanding of RtM principles and practices with a good understanding of the systems and technology running in the beer market.
  • Project Management & Leadership Able to lead a team in implementing the RtM project plan to ensure the key success measures are achieved in the designated timeframe.
  • Excellent verbal and written communication skills at all levels within the organization. The ability to convince and influence people, find solutions, and be assertive when required.
  • Minimum of a Business degree from a recognized institution, preferably majoring in sales management or marketing management.
  • Experience in FMCG will be an added advantage


  • A minimum of BA/BSc degrees in any field of study.


  • A Minimum of 5 Years of Route-to-Market, Distributor engagement, and In-field Sales experience within the Beverage or FMCG industry, ideally working with distributors.


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