Route-To-Market Strategy Supervisor

Position Title: RTM Strategy Supervisor
Function: Route-to-market
Sub-function: Expansion
Direct reports to:
RTM Strategy Manager
Key contacts:
- Internal: Vietnam Commercial team, SEA & Global expansion, Sales, IT, Procurement.
- External: Suppliers & Agencies
Key Responsibilities:
- Lead POC verification process (including POC size, segmentation & sub channel) and consolidate relevant data from internal - resource and external platforms for commercial purpose.
- Access full competition landscape and customer data and provide input for route to market including MCP build up; key account winning and stronghold planning.
- Define key cluster to win in term of geography, channel, or customers’ group
- Build, implement and monitor Customer Service toolkit, Sales Operations toolkit applied by regions nationwide.
- POC mapping, cluster sizing and prioritizing
- Monitor POC's satisfaction via NPS system, collaborate with internal key contacts on POC’s satisfaction improvement.
- Stronghold planning, implementing, and tracking for sustainable growth and expansion.
- Participate in field check activities to check POC's performance, collect market input.
- Build up data structure, data credibility; data science for continuous improvement with fact & figures.
Distributor Partnership
- Revenue Analysis:
Assess sales performance, distributor margins, and rebates.
- Cost Breakdown:
Examine direct and indirect costs, including logistics, warehousing, and administrative expenses.
- Profitability Metrics:
Track gross profit, net profit, and return on investment (ROI) for distributors.
- Variance Analysis:
Identify deviations from budgeted targets and investigate root causes. Cost Optimization Action
- Performance Benchmarking:
Compare distributor performance across regions and industry to identify the best practices.
- Partnership Restructuring:
Optimize contracts and terms based on performance and profitability.
- Technology Integration:
Use data analytics and digital tools to enhance visibility into sales, costs, and efficiency.
Market Expansion:
Identify high-growth areas and adjust distributor coverage to maximize reach.

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Market Needs Analysis, Planning Capability, Strategy planning, Sales growth strategies