Route-to-Market Supervisor

Business Unit

Movit Africa

Job Title

Function

Commercial

Department

Sales & Distribution

Duty Station

Kampala

Reports To / Title of Immediate Supervisor

Route to Market Manager

Supervises

N/A

Role Summary

The RTM Supervisor is responsible for implementing and overseeing Route-to-Market strategy execution, ensuring the efficiency of distributor operations, optimizing sales performance, and driving business growth within assigned territories.

External Stakeholders

Distributors
Customers
Competitors

Internal Stakeholders

Sales Team
Marketing Team
Finance Team

Functional Outputs/Activities per Key Performance Area

Route-to-Market Execution & Territory Management

Implement RTM plans to optimize distributor and market coverage.
Support in configuring distributor territories and route designs based on market dynamics.
Monitor distributor operations to ensure adherence to recommended daily, weekly, and monthly sales routines.
Ensure timely and effective onboarding of new distributors.
Support the roll-out and sustainment of profitable distributor territories.
Coach and train Distributor and MPL sales teams to embed best practice RTM practices.
Identify, action and/or report RTM opportunities and gaps.

Distributor & Sales Performance Management

Monitor and evaluate distributor performance to ensure RTM standards are met.
Ensure distributors maintain required stock levels to meet demand and avoid stockouts.
Track and manage distributor cross-range sales initiatives across territories.
Ensure proper usage of Sales Force Automation (SFA) tools by distributors.
Provide periodic reports on distributor performance, identifying gaps and opportunities for improvement.

Sales Team Supervision & Capability Building

Provide leadership, coaching, and guidance to sales teams to drive high performance.
Support frontline sales teams in executing RTM initiatives.
Train and develop distributor sales staff to enhance productivity and efficiency.
Ensure structured sales meetings and performance reviews are conducted regularly.

Distributor Relationship Management

Partner with distributors to ensure business growth and profitability.
Build strong relationships with distributors to enhance commitment to sales objectives.
Address distributor challenges and provide solutions to enhance operational efficiency.
Ensure distributors comply with company standards and policies in operations.

Operational

Track and monitor distributor financial health and business sustainability.
Ensure distributors operate within approved guidelines.
Oversee the execution of RTM initiatives within assigned territories.
Ensure compliance with company policies, pricing structures, and route plans.

Financial & Budgetary Management

Manage expenditure and adherence to budget for assigned activities.
Ensure financial sustainability of distributors and oversee their business profitability.

Risk Management

Identify risk due to change in channel or competitive landscape.

Compliance

Ensure regulatory compliance in execution of duties in the country.
Ensure Adherence to Movit Group and In Country Policies and Procedures.
Prepare and submit monthly reports.

Minimum Qualification Requirements

Bachelor’s Degree in a Business-related field of study from a recognized university.

Minimum Experience

Minimum of (3) years’ relevant work experience in FMCG sales and distribution setting.

Competencies Required

Behavioural

Must be of unquestionable integrity, Honesty, Trustworthiness and Professionalism.

Leadership

Must be a team player.
Must be a self-starter and have an appreciation of business growth and priorities.
Strong Leadership potential to effectively drive a business agenda and operational coordination of activities.

Knowledge

Advanced experience with MS Office, Distributor Management Systems.
Solid experience in distributor management, sales execution.