RTM & SCM Manager

Компания "Марс"

The role will focus on designing and optimizing Route-to-Market (RTM) models and sales structures in Central Eurasia and Türkiye to ensure efficient market coverage, distributor effectiveness, and compliance with Company standards. It will drive delivery of key RTM KPIs (DDO, route compliance, strike rate, calls made, visit frequency), support distributor strategy development, and ensure the right sales force structure on the distributor side. Additionally, the role will manage merchandising agency operations and budgets, develop and execute efficient incentive programs, and leverage RTM metrics, market benchmarks, and legal requirements to optimize performance. Acting as a functional expert, the RTM Leader will partner with internal teams and distributor organizations to enable continuous improvement, efficiency, and quality in sales execution.

This role will also play a key part in Strategic Channel Management (SCM) by: Aligning and deploying SCM channel and customer choices through data-driven market insights, model build-up, and cross-functional workshops. Embedding strategy and enterprise alignment by integrating KPIs and targets, supporting S&OP, and ensuring resource allocation matches business priorities. Digitalizing and tracking resource allocation with robust tools, performance analysis, and regular reviews to ensure consistency and efficiency.

What will be your key responsibilities?

KPI Ownership

• Own, monitor, and analyze RTM KPIs:
• DDO (Direct Delivery Outlets);
• Route Compliance;
• Strike Rate;
• Calls Made;
• Visit Frequency;
• Routing efficiency and discipline;
• Sales force structure effectiveness (distributors and Mars field force).

Development and maintenance of RTM dashboard Set sales KPI targets, evaluate distributor and Mars field team performance, and ensure alignment with Mars priorities. Lead FOS (Field Operations Structure) efficiency analysis using standard tools. Align and deploy SCM channel and customer choices by gathering data input from markets, building models, and facilitating workshops.

RTM & SCM STRATEGY & DEVELOPMENT
Develop and implement the long-term RTM strategy, ensuring alignment with the six global RTM Capabilities. Develop and implement the long-term SCM strategy, ensuring alignment with global SCM principles. Partner with Sales, P&O, and Sales Systems Leader to ensure optimal field sales structures, tools, and automation (digital routes, cascading targets, CRM, supervisor digital tools). Provide analysis and recommendations on distributor structure, capabilities, and investments. Support execution of distributor and Mars field team development plans, tracked through KPIs. Lead “cost to serve” initiatives with Mars field teams and distributors to deliver better ROI without compromising performance. Own and manage Sales Incentive Program (SIP) design and execution for Mars Sales Associates, including:

• Target setting and alignment with company priorities;
• Performance monitoring and reporting;
• Incentive effectiveness analysis and continuous optimization;

Embed strategy and enterprise alignment by integrating KPIs and targets into S&OP, and aligning operational activities and resources with enterprise goals.

PROCESS, REPORTING & BUDGET MANAGEMENT
Design optimal RTM routes and distribution strategies across all channels. Monitor market trends, analyze competitor activities, and identify opportunities to improve distribution. Drive continuous modernization and improvement of RTM processes and tools (including iFOS program). Prepare regular reports on RTM performance, presenting findings and recommendations to Sales Leadership.
Manage merchandising agency operations and budgets, ensuring:

• Accurate spend monitoring;
• Efficiency through RTM metrics, benchmarks, and compliance;
• Development of impactful Incentive programs for MRs and SPVs teams closely linked to RTM KPIs.

Digitalize and track SCM resource allocation by building tracking tools, analyzing performance, and conducting regular reviews for consistency and improvement.

What are we looking for?

• 3+ years of field sales, distributor operations, SRM, trade marketing or sales operations experience, preferably in FMCG (international FMCG is an advantage);
• Proven experience in distributor, channel, or customer management and sales force effectiveness;
• Experience in incentive program design and sales automation tools is a strong plus;
• Fluency in English, Russian and STRONG INTERMEDIATE TURKISH;
• Strong MS Excel and PowerPoint skills;
• Strong analytical skills and ability to interpret sales and RTM data;
• Sales process and systems knowledge (CRM, automation tools, routing systems);
• Project management and organizational skills;
• Effective communication and interpersonal skills across functions;
• Experience in designing and implementing visions and strategies with measurable performance indicators.

What can you expect from Mars?

• Work with diverse and talented Associates, all guided by the Five Principles.
• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
• A strong focus on learning and development support from day one, including access to our in-house Mars University.
• An industry competitive salary and benefits package, including company bonus.

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