Route Planning & Distributor Operations Manager

Overall responsibility for smooth functioning and efficient coverage of outlets serviced by distributors in the allocated territory, by ensuring that we have the right distributors, right area demarcations and the right level of resources. Responsibility for delivering the agreed Customer Service Policy consistently and making adjustments in accordance with changes in market conditions. Working with the sales team to make sure that the distributors provide the required resources to service the outlets in the territory. He or she will also ensure robust outlet database, provide most efficient front line route plan, coverage management, increase productivity & effectiveness and provide insight as well as solutions to quickly adapt with market dynamic.

Key Responsibilities

• Design territory mapping, white space opportunity plan and liaise with related party, either internal KC-S, distributors, agencies
• Conduct random customer service audits with pareto outlets across different channels.
• Distributor performance review periodically, including profitability
• Ensure that the customers attached to the distribution point are serviced as per the agreed call frequency and achieve Channel Execution Standards at an outlet level
• Provide regular monitoring scorecards for key initiatives both regular and or projects
• Monitor distributor’s activities and coordinate with the sales teams to deliver against agreed KPIs consistently, with a focus on developing a long-term sustainable distribution network.
• Define required processes in order to have valid and complete (active) outlet database and its segmentation
• Fact based post evaluation analysis/review and recommendation of the key initiatives
• Periodic audits on distribution points to drive compliance (with regulations and local government requirements) and identify gaps in distributor tasks and responsibilities.
• Market intelligent/benchmark from customers, competitors, category, shopper view
• Develop guideline and or improvements from current process
• Stock reconciliation | system stock count should match with physical count (conduct stock counts and physical verification at the end of each month)
• Working with the distributors and sales teams to fix the identified gaps
• In coordination with the sales team, implement all processes, routines and disciplines stipulated in the distributor management model.

Essential requirements:

• Extensive knowledge on Route to Market model, Coverage Management, Sales Operations, and Route Planning Software
• Demonstrate good communication skills (good ability to convey or share ideas, and advice, and articulate them effectively)
• Fluency and excellent communication skills in English and Bahasa
• Strong skills in leadership, collaboration, influencing, analysis and communication
• Intermediate in Microsoft Office, esp Excel & PPT. Power BI is an advantage
• Ability to thrive & be agile in ambiguous and unstructured environments.
• At least 7 Years of experience in Sales and/or Distribution Management with Top Tier Consumer Goods (CPG)