Route to Market & Sales Capability Manager at Rite Foods Limited

Job Purpose

The Route to Market & Sales Capability Manager is responsible for designing, implementing, and optimizing the company’s distribution and sales channel strategies to ensure effective product availability, market coverage, and customer reach. Your role focuses on identifying the most efficient route-to-market models that drive sales growth, improve service delivery, and enhance overall commercial performance. You will be leading the development of sales capability within the organization by identifying skill gaps, designing training programs, and strengthening the competencies of sales teams and channel partners.

Key Responsibilities

• Support the design and execution of the company’s RTM strategy across all sales channels (General Trade, Modern Trade, and Key Accounts).
• Develop and implement RTM strategies to optimize distribution channels and increase market penetration.
• Analyze data to inform decision-making and improve RTM effectiveness.
• Build and maintain strong relationships with key stakeholders, including distributors, retailers, and third-party partners.
• Prepare reports and presentations for management, highlighting insights and recommendations for improvement.
• Assist in identifying capability gaps across sales roles including Sales Representatives, Area Sales Managers, and Regional Managers.
• Develop and maintain competency frameworks for different sales roles.
• Coordinate training initiatives that enhance selling skills, product knowledge, negotiation skills, and customer relationship management.
• Coordinate onboarding and induction training for new sales employees.
• Facilitate periodic training sessions, workshops, and field coaching activities.
• Work with internal and external training providers to deliver capability development programs and monitor participation and effectiveness of sales training programs.

Qualification

• First degree or its equivalent in Business Adin and Marketing or other relevant discipline. MBA or Professional Certification is an added advantage
• Minimum of 10-15 years’ experience in FMCG Sales operations, distribution with at least 5 years at a supervisory level.

Required Skills & Competencies

• Aggressive Selling, Sales Data Analytics and Reporting Skills
• Sales Report Presentation Skills
• Customer Relationship Management Skills
• Persuasive Communication and Presentation Skills
• Customer Service and Engagement Skills
• Knowledge of Quality Management System and Standards