What will be your key responsibilities?
This role is responsible for RTM and Coverage models development and implementation in a few markets of CEA. The Leader will actively drive their own agenda, contribute to the development of the long-term commercial strategy, and ensure that field operations and distributor execution align with overall strategic channel priorities.
1. Effective ROUTE TO MARKET MODELS development and implementation
- Retail Coverage: Design and implement effective retail coverage models and "feet on the street" plans (including coverage and frequency goals).
- RTM Digitalization: Drive RTM digitalization, advanced analytics, and optimization to improve cost-to-serve in field sales.
- Global Capabilities: Apply and localize Global RTM capabilities and frameworks across the designated markets.
2. Best-in-Class SALES ORGANIZATION capable to Win Now and in the Future
- Field Force KPIs: Define, monitor, and improve key activities and KPIs of the Field Sales organization.
- Structure & Budgeting: Manage sales force structure design and optimize field sales budgeting.
- Outsource Management: Lead and evaluate merchandising outsource partners and agency management.
3. RTM DIGITALIZATION
- Advanced Analytics: Translate advanced RTM analytics into actionable commercial plans.
- Sales Metrics: Define and track key sales metrics and sales KPIs to drive performance.
- Digital Tools: Implement and scale new RTM digital tools, platforms, and technological solutions.
4. STRATEGIC CHANNEL MANAGEMENT (SCM) EXECUTION
- Channel Segmentation: Develop & Execute channel-specific strategies and segmentation (Modern Trade, Traditional Trade, and Wholesalers) to optimize route to shopper.
- Distributor Capability Development: Partner with key distributors to understand, evaluate, and build their RTM and field execution capabilities.
- Joint Business Planning (JBP): Support and align distributor capabilities with yearly Joint Business Planning targets and execution.
- Voice of Customer: Maintain tight feedback loops with Field Sales and Customer Development teams to build customer insights into future channel plans.
What are we looking for?
- 3+ years of field sales, distributor operations, SRM, trade marketing or sales operations experience, preferably in FMCG (international FMCG is an advantage);
- Proven experience in distributor, channel, or customer management and sales force effectiveness;
- Experience in incentive program design and sales automation tools is a strong plus;
- Fluency in English, Russian;
- Strong MS Excel and PowerPoint skills;
- Strong analytical skills and ability to interpret sales and RTM data;
- Sales process and systems knowledge (CRM, automation tools, routing systems);
- Project management and organizational skills;
- Effective communication and interpersonal skills across functions;
- Experience in designing and implementing visions and strategies with measurable performance indicators.
What can you expect from Mars?
- Work with diverse and talented Associates, all guided by the Five Principles.
- Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
- A strong focus on learning and development support from day one, including access to our in-house Mars University.
- An industry competitive salary and benefits package, including company bonus.
