Route-to-Market Manager - Ibadan & Lagos

About this role

A Route-to-Market Manager is being sought for Lagos to develop and execute nationwide RTM strategies for a leading FMCG company. The role focuses on improving product availability, market penetration, distribution efficiency, and sales performance through designed distribution models and strengthened distributor networks. It involves managing distributor relationships, monitoring performance, and driving KPIs related to market coverage, SKU distribution, and productivity. The employer is a large FMCG firm working with MarbleClear Limited as the intermediary for HR services. The position requires extensive RTM experience, strong analytical and leadership skills, and willingness to travel with a valid driver’s licence.

What you would do

• Develop and implement nationwide Route-to-Market strategies to improve availability and distribution efficiency.
• Design and optimise distributor territories, sales routes, and coverage plans.
• Establish and implement sales processes for primary and secondary sales execution.
• Build and manage relationships with distributors aligned to business objectives.
• Monitor distributor performance, inventory levels, and route productivity.
• Establish and drive key sales KPIs including market coverage and productivity.
• Lead the implementation and improvement of Sales Force Automation systems.
• Collaborate with Sales, Marketing, Supply Chain and other teams for trade execution.
• Analyse market trends and customer insights to refine RTM strategies.
• Maintain and update distributor and dealer database and prepare performance reports.

What they are asking for

• B.A./B.Sc./MBA in Business Administration, Marketing, Business Management or related field.
• Minimum 7 years in Sales and Marketing with at least 2 years in RTM within FMCG.
• Dairy industry experience is advantageous.
• Strong understanding of Nigeria market structure, channels, and consumer trends.
• Experience in sales planning, distributor management, route optimisation, and market development.
• Experience with Sales Force Automation tools and sales performance management systems.
• Strong analytical, project management, leadership and stakeholder management skills.
• Excellent presentation, reporting, and communication skills.
• Valid driver’s licence and willingness to travel extensively.

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