SAJ Food Products (P) Ltd - Bisk Farm
Website:
biskfarm.com
Job details:
Role: Route to Market Manager
Function: Sales / Route to Market
Key Responsibilities
RTM Strategy & Distribution
Develop Urban & Rural RTM strategy; identify distribution gaps, white spaces and under-covered markets; define scalable distribution models based on market potential, geography and cost-to-serve.
Urban Coverage Expansion
Drive outlet, beat, salesman and distributor expansion in high-potential towns / clusters; track incremental productive coverage and revenue.
Rural Expansion
Build scalable rural distribution models; define roles of Rural Distributors, Super Stockists, ISRs and Sales Officers; develop rural beats, assortment and pilots; measure revenue and ROI.
Sales Force Efficiency
Improve ECO, Bills Cut, LPC and Unique Lines through beat restructuring, manpower optimisation, billing conversion and assortment interventions; link productivity metrics to revenue.
SFA Adoption & Compliance
Drive SFA adoption, usage and compliance; identify execution gaps; use SFA data to improve coverage and productivity; partner with Sales IT on enhancements.
ISR & Super Stockist Development
Build scalable ISR models and productivity norms; optimise Super Stockist-led distribution and evaluate productivity, service levels and ROI.
RDS / Distributor Engagement
Segment RDS by potential and performance; develop targeted engagement programmes to improve partner productivity, loyalty and incremental revenue.
Analytics & Insights
Use DMS, SFA, Nielsen / market and internal Sales data to identify gaps, opportunities and productivity issues; build dashboards / scorecards and translate insights into action.
Cross-Functional Collaboration
Align RTM strategy with Sales deployment, supply availability, portfolio and commercial economics across relevant functions.
Requirement:
- Strong experience in FMCG Sales & Distribution
- Good understanding of Route-to-Market (RTM) strategy
- Experience in Urban & Rural market expansion
- Strong Distributor / RDS / Super Stockist management experience
- Understanding of Sales Force Productivity & Beat Planning
- Strong data analysis and business analytics skills
- Hands-on exposure to SFA / DMS and sales technology
- Good understanding of outlet coverage, productive distribution and sales productivity metrics
- Strong commercial and ROI orientation
- Ability to work with Sales, Supply Chain, Finance, Marketing and IT teams
- Strong problem-solving and execution skills
- Ability to convert data/insights into practical business actions
Click on Apply to know more.
