Route to Market

About Flora Food Group

We offer consumers a compelling choice in four growing categories: butters and spreads, creams, liquids and cheeses. We hold leadership positions in many of the 100 countries we operate in, with iconic brands including Flora, Becel+ProActiv, Blue Band, Country Crock, I Can't Believe It's Not Butter, Rama, and Violife, together with our local brands and Professional business.  

Global branded food champion Flora Food Group, offers the next generation of delicious, natural, nutritious food. Our products are more affordable and more sustainable than their dairy equivalents.  

Route to Market (RTM) Manager

Location: BSD, Tangerang, Indonesia
Reporting to: Head of RTM & TM
Department: Sales & Distribution
Company: Flora Food Group Indonesia

Purpose of the Role

The Route to Market (RTM) Manager is responsible for designing, implementing, and optimizing the company's distribution strategy across all channels. This role ensures that our products reach customers efficiently, cost-effectively, and with maximum market coverage, while driving commercial excellence and distributor performance.

Key Responsibilities
1. Route to Market Strategy

• Develop and continuously refine the company's RTM framework (direct, indirect, distributor-based, modern trade, e-commerce, etc.).
• Evaluate and design distribution models to improve coverage, cost-effectiveness, and customer service.
• Segment channels and customers to define the optimal coverage and call frequency strategy.

2. Distributor & Channel Management

• Identify, select, and manage distributor partners ensuring they align with company objectives.
• Negotiate distribution agreements, performance targets, and incentive structures.
• Monitor distributor performance through KPIs (sales, coverage, stock levels, order frequency).

3. Commercial Execution

• Partner with sales and marketing teams to ensure perfect store execution and trade activation.
• Track numeric and weighted distribution, visibility, and availability across channels.
• Support the sales team with data-driven insights to improve outlet performance.

4. Performance Management & Analytics

• Analyze RTM effectiveness using data on sales, productivity, and channel profitability.
• Identify gaps and opportunities for improving ROI of distribution and trade spend.
• Develop and present monthly RTM dashboards and insights to leadership.

Qualifications & Experience

• Bachelor's degree in Business, Marketing, or related field; MBA is a plus.
• Minimum 5 years of experience in RTM, sales operations, or channel management in FMCG.
• Strong analytical skills and experience with commercial data and dashboards.
• Proven track record in managing distributors and driving execution excellence.
• Excellent communication, negotiation, and stakeholder management skills.

Key Competencies

• Strategic Thinking
• Commercial Acumen
• Data-Driven Decision Making
• Distributor Management
• Execution Excellence
• Collaboration & Influence

We understand your resume might not be up to date and recommend that you apply with what you have or your LinkedIn Profile. Flora Food Group is dedicated to building an inclusive and diverse workplace, we understand that you might not meet all the requirements stated in the description, but we encourage you to apply anyway. You might be the right candidate for this role or other roles.  

Flora Food Group is an employer committed to diversity and inclusion in the workplace and equal opportunities for all. We recruit based only on values, qualifications, performance, skills, behaviours, experience, and knowledge. We ensure job advertisements are free from unintentional bias.  

No personal characteristics should be a barrier to joining Flora Food Group. We prohibit discrimination and harassment based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or other personal characteristics. 

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