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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.