Job Summary

• The role should create the RTM Strategy based on the right market/channel characteristics and in line with GROUP strategic objectives. The position is responsible for the development and alignment of the RTM Strategy in Vietnam connecting the WHY of the local RTM with the WHY of GROUP. 
• To design the appropriate strategy, the role should identify the country’s commercial opportunities for growing Numeric distribution (ND), execution level and market share and to optimize Cost to Serve (CTS) by implementing and adjusting to the local reality the group Distributor Management, Wholesaler Engagement Frameworks, and the Customer Service Policy.
• This position should have direct coordination with other areas to define the RTM initiatives/pilots, obtaining the approvals, sponsorship and investment required for the implementation.

Key Responsibilities

1.Understands current RTM elements (enabling best coverage, excellent commercial execution at optimal cost) and opportunities around those

• Analyze and understand market behavior and competitor’s models (RTM, X-Ray of Distributors and Wholesalers, ND, CTS, Discounts, Customer Service 
• Policies, etc.)
• Identify business opportunities that can be addressed by modifying RTM strategy
• Develop business plans for RTM via effective collaboration with commercial, RTM and other business areas.
• Assess the feasibility of RTM strategies and conducts financial analysis to ensure a positive return to the company 
• Strategically align RTM models with key stakeholders 
• Define, align, and implement the right RTM measurements (like service compliance, distributors effectiveness, eRTM coverage, CTS, ND, NSR – Net Sales Revenue, OI – Operating Income, SOM – Share of Market, Time Efficiency, 
• etc.) that will ensure effective RTM implementation 

2.Adapt Distributors Management and Wholesaler Engagement Framework

• Fully understand the GROUP Distributors Management and Wholesalers Engagement Framework to be able to lead their implementation.
• Adapt, if needed, practices from the frameworks and align with Central Office the differences
• Monitor the implementation of the Distributors Management and Wholesaler Engagement Framework and coordinate with other areas (RTM Execution, Digital Enablers, Capabilities, RGM, Logistics, Sales, etc.) to have a successful 
• deployment
• Find and deploy best practices and standards for the Distributors and Wholesaler’s Management in alignment with GROUP Central Office

3.Identify new industry trends to upgrade the existing RTM Models

• Coordinate and attend meetings with other bottlers to find out best RTM practices
• Investigate new selling and delivery models that are being developed and/or used by other companies that could be adapted to our market realities now or in the future in alignment with Digital Enablers Manager (e.g., B2B, chatbots, voice orders, photo recognition, inventory management, etc)

4.Design and Run Pilots to test the hypothesis

• Design and Support implementation of Pilots to test improvements of an effective and efficient RTM strategy, maximizing available resources to achieve full market potential in alignment with GROUP.
• Secure resources and investment for pilot implementation and future roll out.
• Define the management scorecards to Track pilots and evaluate their outcome. 
• Assess when Pilots drive transformational results to expand and deploy changes across the local RTM Models. Create business case and recommend implementation process

Requirements

• Business Management Degree or Equivalent
• More than 5 years with solid experience in commercial (traditional and 
• modern trade), RTM, logistics and operations roles
• Building and maintaining relationships, communicating effectively, 
• Influences the System, Drives Innovative Business Improvements, Develops & 
• Inspires Others, Builds Vision and Strategy, Ethics, and integrity
• Act like an Owner, collaborate with the System, Inspire Others, Drive 
• Innovation, Customer and Key Stakeholders, Develop Self and Others
• Commercial Knowledge 
• Financial simulations and budgeting
• HR (Human Resources) fundamentals
• Route planning/Route management
• Network analysis
• Distributor management
• Wholesaler engagement strategy
• eRTM – Digital trends
• IT basics
• Operations/logistics basic processes
• Project Management 
• Business Intelligence