Route-To-Market (Rtm) Transformation Lead

Responsibilities

• Develop dashboards to reports to track progress
• Provide input and pressure test ongoing and planned trade engagement programs (distributor, WHS, and retailers) on effectiveness and alignment to strategic priorities
• Set up cadences to track progress, facilitate initiative review meetings, flag issues and risks, deep dive root causes and drive mitigation action plans
• As needed, provides support in specific analysis, possible to onboard broader team (e.g. Strategy, P&A, I&A, Marketing)
• Adapt/refine existing framework for Distributor Lifecycle Management, including recruitment, performance management, upskilling/development, and relegation; support in execution/pilot
• Design and run sales competition in partnership with other Sales functions (e.g. Sales capability, Sales Ops)
• Drive project management in RTM Transformation initiatives, including:
• Co-develop scope, KPI, milestones/ activities, workplan, owner/project team and timeline
• Establish sales intelligence to perform regular trade monitoring and gather market information (e.g. value chain margin, trade program, KPI, trade census)
• Potential key initiatives:
• Adapt/develop/refine approach/ framework to make it scalable across markets
• Adapt/refine existing framework for WHS management, including segmentation, recruitment, up-levelling and WHS incentive programs; support in execution/pilot
• Support in operationalization of PPA priorities, including MSL and planogram by outlet segments
• Supporting Country MD and Sales Director in identifying RTM opportunities and priorities

Requirements

• Has multi-category, multi-market experience esp. in SEA
• 3-5 years experiences in managing and delivering complex and scale sales transformation programs
• Strong people skills and ability to mobilize across functions and geographies regardless of reporting lines.
• Strong analytical, problem solving and troubleshooting skills with the ability to exercise mature judgment
• 5-7+ years relevant experience in Sales Operations (e.g. Sales KPI design, value chain margin design), Strategy or Trade Partner Management (e.g. Distributor Management) roles, especially in FMCG Traditional Trade environment

External stakeholders

• Trade partners (distributor, WHS, retailer)
• 3rd party agency (e.g. trade census surveyor)

Internal stakeholders:

• Global Sales COE A&V pillar
• Strategy Team
• Country Sales leader (e.g. Regional sales lead)
• Country MD
• Country CP&A
• Country Sales Director
• Marketing Team
• AMEA RTM team

No Relocation support available

Business Unit Summary

Mondelēz International in Southeast Asia is in five countries serving 19 markets with more than 18 nationalities and 7,500 employees. This group is emerging as one of the fastest growing regions in Asia, the Middle East and Africa, and we are proud of consistently producing high quality products in nine manufacturing sites. We are market leaders in key snacking categories, making and selling brands like Oreo and Tiger biscuits, Kinh Do mooncakes, Jacob’s crackers, Cadbury Dairy Milk chocolate, Tang powdered beverage, Halls candy and Eden cheese. We set the benchmark in being a responsible business and contributing to the communities in which we operate.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

Regular

Sales Operations

Sales