Route-to-Market Manager - Ibadan & Lagos

About the role

A leading FMCG company, represented by its client MarbleClear, is hiring an experienced Route-to-Market (RTM) Manager to design and run nationwide strategies that optimise product distribution, improve market coverage and drive sales performance. The role covers designing efficient distribution models, strengthening distributor networks and implementing sales processes that boost route productivity and business growth.

Key responsibilities

• Develop and implement nationwide RTM strategies to improve product availability, market penetration and distribution efficiency.
• Design and optimise distributor territories, sales routes and coverage plans using route optimisation and geo-mapping tools.
• Develop sales processes for primary and secondary sales execution.
• Build strong relationships with distributors and monitor their performance, inventory levels and route productivity.
• Set and track key sales KPIs such as market coverage, SKU distribution, sales productivity and target achievement.
• Lead the implementation and continuous improvement of Sales Force Automation (SFA) systems.
• Work with Sales, Marketing and Supply Chain teams on trade execution and distribution planning.
• Analyse market trends, sales performance and customer insights to refine RTM strategies.
• Maintain the distributor and dealer database and prepare periodic performance reports with recommendations.

Required profile

• B.A./B.Sc./MBA in Business Administration, Marketing, Business Management or a related field.
• At least 7 years in sales and marketing, including 2 years of specialised RTM experience in an FMCG environment.
• Experience in the dairy industry is an added advantage.
• Strong knowledge of Nigeria's market structure, distribution channels and consumer trends.
• Valid driver's licence and willingness to travel extensively.

Required skills

• Sales planning, distributor management, route optimisation and market development.
• Experience implementing SFA tools and sales performance management systems.
• Analytical, project management, leadership and stakeholder management skills.
• Excellent presentation, reporting and communication skills.