Regional Route to Market Manager, HCM

Sales

Regional Route to Market Manager, HCM R-180766 | Ho Chi Minh, Vietnam

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Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You deliver detailed continuous business and customer analysis and insight with a focus on driving best practice through simplification, efficiency, consistency by aligning common outputs across accounts.

How you will contribute

1. Regional RTM Execution

• Translate national RTM plans into region-specific action plans for assigned region.
• Own and drive regional RTM KPIs: numeric distribution, outlet coverage, visit frequency, strike rate, rebill rate, and value per visited customer.
• Conduct regular field visits (site checks, market rides) to validate distributor operations, outlet data accuracy, and sales team execution against RTM standards.
• Monitor and troubleshoot regional distributor performance — rebill rates, drop size, delivery reliability, salesforce productivity — and co-develop corrective action plans with Regional Sales Manager, Area Sales Managers.

2. Distributor Management

• Support distributor onboarding for new appointments, ensuring alignment with RTM design and company standards.
• Drive distributor capability building: warehouse management, delivery routing, salesforce skills, and DMS/SFA adoption.
• Conduct monthly distributor performance reviews using the distributor scorecard framework (PIGEX).
• Identify underperforming distributors and recommend corrective actions or replacements to the RTM Lead.

3. Outlet Coverage & Data Quality

• Validate and maintain the outlet universe database for assigned regions — ensure accuracy of outlet classification, geo-tagging, and channel segmentation.
• Identify white-space opportunities (uncovered outlets, emerging channels) and propose coverage expansion plans.
• Ensure Monthly Coverage Plans (MCP) reflect the agreed RTM design: visit frequency, outlet prioritization, and journey plan efficiency.

Field Intelligence & Reporting

• Capture and escalate regional market dynamics — competitor RTM moves, new channel emergence, regulatory changes — that may require national RTM adjustments.
• Prepare weekly/monthly regional RTM performance reports with root-cause analysis for gaps.
• Facilitate cross-regional knowledge sharing and best-practice adoption.
• Participate in the annual RTM review cycle by providing regional insights and field-level recommendations.

Qualifications & Experience

• Education: Bachelor's degree in Business Administration, Marketing, Economics, or a related field.
• Experience: 3–5 years in Sales, Trade Marketing, or Distribution Management within FMCG, with at least 1–2 years in a field-based RTM, distribution, or channel execution role.
• Industry knowledge: Solid understanding of Vietnam's General Trade distribution landscape, including distributor operations, third-party logistics, and outlet dynamics.
• Analytical skills: Proficient in Excel and familiar with DMS/SFA platforms. Ability to read and act on distribution data (coverage reports, rebill analysis, cost-to-serve).
• Field orientation: Willingness to travel extensively across assigned regions (estimated 50–60% travel).
• Communication: Strong interpers