Title:  RTM & Commercial Planning Manager

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Learn more: jti.com

Reporting to: Sales Director

Duty Post: Bangkok, Thailand

Application Duration: This job posting will remain open until the vacancy is filled. 

RTM & Commercial Planning Manager

This position is responsible for identifying, assessing, contracting and measuring Distributor to expand JTI business in GT channel. He/she is responsible for developing strategic business relationships with Distributor to achieve the optimal coverage and RTM efficiency roadmap. He/She will work closely with Regional Sales Manager to achieve sales, distribution, merchandising execution in line with JTI strategies and business plans. He/She will be responsible for managing, monitoring, and controlling defined KPIs for GT channel. Moreover, he/she responsible for leading our commercial strategy, capitalizing on trade program efficiency, trade allowance optimization and volume growth opportunities for both General trade & Modern trade channels.

As an RTM & Commercial Planning Manager, you will be responsible for: 

• Distributor Partnership Management
  • Develop strategic relationships with Distributor partners to build our offerings and drive growth.
  • Lead discussions with Distributor Partners regarding operational and financial modelling and execution alignment.
  • Ensure implementation of Distributors Operational KPIs & Route to Market efficiency.
  • Liase with RSM to ensure effective management of all Distributors to achieve right level of business operations including distributors’ performance reviews to identify and implement corrective actions.
  • Identify and implement new business opportunities, solutions, and Route To Market capability enhancement to deliver market objectives through distributor channel development.
  • Ensure coverage distribution are met as well as identify synergy plan to leverage distributor local network.
  • Support market target, consumer behavior, competitor, overall GT channel networks optimization from region to Distributor in order to open new business opportunity.
  • Support JTI standards consistency across all touch points from region to distributors in order to deliver workflow efficiency and enhance desirable customer experience & journey beyond industry standard.
• General Trade Strategy
  • Contribute in ASP and key commercial planning with Sales Director and key stakeholders to ensure GT strategy alignment with market vision.
  • Associate Regional Sales Manager strategically to achieve distribution, volume and and activity to meet monthly GT target.
  • Participate in the development of market’s strategy related to GT product line up, execution standards, stock level, credit terms, etc.
  • Analyze developing long term strategy to maximize variable volume through regional priorities and RTM  decisions, validate on data input, evaluation then transform to execution plan.
  • Conduct technical support and learning by developing and update key indicators/tools/researches to build know-how and lead to asset management decision (new distributor opening, contract).
• Growth Opportunities
  • Lead and deploy Distributor volume target in accordance with capturing growth in GT market opportunities.
  • Provide strategic guidance to RSMs to establish sales targets with efficient RTM as regional potential.
  • Elaborate sales forecasts at national level, establish products demand and coordinate with logistics departments in order to assure the required product quantities.
  • Responsible to grow volume per outlet to capture market opportunity and improve GT marginal gain as per market strategy.
• Financial Management
  • Responsible for GT channel budget and Distributor OPEX subsidy planning with ensuring that the established objectives are achieved in accordance with Sales strategy.
  • Regularly have financial review with Commercial Finance to ensure that the budgeted top-line are optimizing as planned.
  • Support P&L analysis in order to support accuracy and efficiency of corporate financial planning and forecasting activities by region together with RSMs.
  • Cooperate development capital pre- and post- investment appraisals for feasibility study on opening of new distributor by region. Support and manage regional visit, regional screen check and estimate transaction & business target. 
• Commercial Strategy
  • Develop commercial strategy aligned with both General trade & Modern trade channels strategies.
  • Capitalize on trade program efficiency, trade allowance optimization and volume growth opportunities for both General trade & Modern trade channels.
  • Contribute to strategic communication and presentation development to associate Key Accounts align strategic proposal and plan accoeding to Modern Trade priorities.
  • Analyze in-store KPIs and in-store execution on a regular basis, translating them into data driven action plans.
• Trade Engagement
  • Develop and execute Trade Marketing Plan in line with sales objectives and managing within Commercial budget.
  • Drive trade activation excellence in both GT & MT channels to grow product presence and sales volume as per Commercial priorities
  • Develop and manage, in collaboration with Brand Manager, tailor-made trade programs based on national marketing plans.
  • Cultivate programs that ensure products sell in-store and wholesalers & retailers giving us full support of recommending JTI products to consumer.
  • Communicate new product, price and pack changes.
  • Undertake point of sale materials from design adaptation to trade requirements for implementation, maintenance & refresh.
• People management
  • Recruit, motivate and guide the professional development of the team reporting directly and indirectly to the incumbent.

Requirements:

• Experience in Sales & Marketing Manager role (FMCG) minimum 5 years, very good knowledge related to sales process and distribution system and business development.
• Good planning and organizing skills, Very good communication & negotiation skills. Able to cooperate and facilitate both internal and external parties to complete the development cycle to complete project timely.
• Proficient in English language, written and verbal communication.
• Bachelor’s degree, majoring in Business Administration, Marketing, or equivalent educational background.

Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps:

After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.

At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.