Route-To-Market Executive

Role Overview

This position is to assist the Route to Market Manager in enabling execution of customer service strategies at the local market level, achieving profitable growth through the segmented execution of Pictures of Success via improved Route to Market plans. The channels that will be managed in Singapore and Brunei are as follows but not limited to; Modern Trade, General Trade, Vending, Bulk Water and Telesales. This role requires a strategic thinker with exceptional leadership skills, an analytical mindset, and the ability to drive cross-functional collaboration to achieve sales excellence.

Key Responsibilities

Sales Force Effectiveness Management

• To monitor, review and analyze data from routine KPI reports as reference for discussion with the Commercial Team on Sales performance and Execution Design & develop new insights and analysis on RTM reporting (ie Customer Scorecard, Sales Route Effectiveness and Profitability dashboards), to provide visibility that can be used to drive actionable improvements
• Improve sales performance (defined as increased sales productivity) through better processes, technology and methodologies.
• Enable, support and implement the SFE data strategy, including ensuring the right data is collected, managed, accurate and usable – throughout the customer lifecycle
• Enhance sales performance through the implementation of better processes, technology, and methodologies based on refined route to market strategies
• Data Strategy Leadership: Oversee the SFE data strategy, ensuring the collection, management, and accuracy of relevant data throughout the customer lifecycle.
• Define & deliver data visualizations and reports to provide visibility and sales enablement
• Work with the sales leadership to increase adoption and accuracy of SFA tools, including providing training, user guides, custom reporting and end user communications

Deployment of SFA Module in SG/Brunei and project management of SFA enhancement

• Manage deployment of SFA modules to the Sales force in SG/Brunei (GT & MT)
• To support in all continuous improvement activities related to SFA to automate sales processes to better sales force effectiveness
• To collaborate with stakeholders, IS project team and vendor to ensure SFA projects are well coordinated and deployed
• Provide and govern the process of KPI management for SFE
• Provide the analytical capability for Sales Force Effectiveness improvement plans
• Collaborate with IT/IS team to improve workflows and processes on Hardware/software related

Sales Route Efficiency

• To continuously work with all channels in improving and optimizing the sales route efficiency
• Conduct periodic review on Customer Master, Route Effectiveness and Route Profitability and devise specific improvement plan
• Collaborate with RTM Strategy to conduct bi-annual review on Customer Segmentation includes re-designing and re-implementation if required
• Influence Cross-functional stakeholders (Sales & Logistics) to achieve sales force efficiency whilst maximizing logistics capacity following the routing principles.
• Lead re-routing exercising with sales team in terms of generating new routes and calibrating pre/post route efficiencies.
• Review frontline productivity based on business/channel sizing and suggest improvement/cost-optimization projects. (New routings/Structure/Strategies)

RTM Projects

• To support any projects related to RTM in line with the strategic priorities of sales operation
• To take on the role as Project Lead on RTM Related projects to drive Horizontal and Vertical Expansion, and re-design methodologies to optimize cost to serve for our GT/MT business
• Develop and implement surveys on internal/external stakeholders to gather information and improve accuracy of internal data
• Work with cross-functional teams to enhance reporting capabilities and metrices.
• Lead on consumer projects in line with Trade marketing initiatives to segment our end users purposefully for effective targeting of marketing activations.
• Review Time Motion Study projects to ensure salesforce effectiveness in trade and re-design routing principles to capture opportunities as the most effective cost
• Enable IT & Digital integration with Traditional route to market models through advancing tools of trade: eB2B, Dynamic delivery, Digital payment etc.

Business Performance Reviews & Presentations

• To be involve in Business review meeting preparations and Annual Business Planning.
• Present to management on analysis and findings on projects and initiatives based on companies strategic directions.
• Collaborate with Cross functional stakeholders to align RTM objectives with overall business strategy

Skills & Requirements

• A degree in business related field or its equivalent
• At least 2-5 years working experience in FMCG is a plus
• Strong communication and interpersonal skills
• Ability to size up people from different functions into achieving a collective goal
• Team player and able to work with different level of people.

Our Purpose and Growth Culture

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference.

We act with a growth mindset, take an expansive approach to what is possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve.

We believe that our culture is one of the reasons our company has continued to thrive for over 137 years. Visit our company website to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class. When we collect your personal information as part of a job application or offer of employment, we do so in accordance with industry standards and best practices and in compliance with applicable privacy laws.