RTM Associate

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Route To Market Associate

With constantly changing market landscape, RTM function needs to be established to play a significant role for the JTI business in driving sales operations efficiency and effectiveness.

With the growing importance it will require an incumbent to support the RTM & Commercial Excellence Manager in developing and pipelining RTM strategies.

The incumbent will be directly responsible for:

• Streamline RTM strategy for different areas based on JTI commercial agendas
• Maintain a strong relationship with key business stakeholders internally and externally
• Successfully implement the coverage strategy, route management, channel strategy and data analysis
• Ensure the field force understanding of coverage expansion/optimization  
• Usage of RTM system (ArcGIS) and tools through training

As the RTM Associate in the area of Sales, you will: 

Coverage & Route Management

• Support the implementation and continuous improvement of coverage, route-to-market (RTM), and channel strategies to maximize market reach and sales effectiveness.
• Lead trade segmentation, wholesale mapping, and route optimization initiatives to support RTM transformation.
• Review and validate route creation and optimization proposals from distributor teams, ensuring alignment with RTM principles and business objectives.
• Develop, maintain, and communicate coverage and route management policies, guidelines, databases, and documentation.
• Deliver training and capability-building programs to strengthen field force understanding of coverage principles, route optimization, and RTM systems and tools.

Distribution Performance & Productivity

• Manage and cascade coverage expansion and optimization frameworks across all regions.
• Monitor and analyze distribution performance, coverage productivity, and route efficiency to identify improvement opportunities.
• Drive initiatives to improve distribution effectiveness, field force productivity, and service levels.
• Provide data-driven insights and recommendations to support the achievement of distribution KPIs.

RTM Analytics & Market Intelligence

• Analyze outlet, customer, and geographic data to identify growth opportunities, coverage gaps, and market potential.
• Support strategic decision-making through RTM performance analysis, market intelligence, and actionable recommendations.
• Utilize ArcGIS and other analytical tools to enhance outlet targeting, territory planning, and coverage optimization.

Best Practices & Continuous Improvement

• Identify, adapt, and deploy RTM and distribution best practices from JTI markets, Regional Office, and HQ to improve local sales operations.
• Support continuous improvement initiatives to enhance operational efficiency and execution excellence.

RTM Reporting & Governance

• Develop and maintain RTM dashboards, reports, scorecards, and performance tracking tools.
• Monitor the execution of RTM strategies and initiatives in collaboration with Regional Sales Managers and Area Sales Leads to ensure compliance with RTM standards and guidelines.
• Conduct post-implementation reviews and performance evaluations to identify lessons learned and drive continuous improvement.
• Prepare management reports and recommendations to support RTM and distribution optimization.

Requirements:

• Bachelor’s degree or higher in any major
• Minimum 3-5 years experience in Sales Operations, Route to Market/Consumer, Territory Management fields in multinational consumer goods companies
• Functional Skills:
  • Commercial acumen
  • Territory understanding & management
  • Coverage & channel management
  • Data analysis
  • Business process & system understanding
  • MS applications & operations
• English communication skills
• Driving Skills

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.