Route to Market Manager

JS Unitrade Merchandise, Inc.; Cebu City; On-site; PHP 1,200,000 - 2,100,000; Full time

Job summary

JS Unitrade Merchandise, Inc. is seeking an experienced Route-to-Market Manager to develop and implement data-driven RTM strategies that drive growth and optimize field execution.

You will collaborate with Sales, third-party distributors, and cross-functional teams to translate insights into effective RTM initiatives and lead strategic projects across channels. The role requires strong analytical skills, experience in RTM design and distributor operations, and a track record of managing

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Management, Industrial Engineering, or a related field.
• At least 7 years of experience in Sales, Distributor Management, Route-to-Market, Sales Operations, or related commercial functions.
• Experience managing strategic projects and cross-functional initiatives is highly preferred.
• Exposure to emerging channel development or entrepreneurship program management is an advantage.

Responsibilities

• Develop and implement Route-to-Market strategies that improve market coverage, distribution efficiency, and sales effectiveness.
• Analyze sales data, market trends, customer insights, and field performance to identify opportunities for continuous improvement.
• Design scalable RTM models, policies, and programs that support business objectives and sustainable growth.
• Monitor and evaluate RTM initiatives, recommending improvements based on performance metrics and business needs.
• Partner with Sales teams and third-party distributors to improve operational efficiency and execution excellence.
• Develop programs that enhance distributor productivity, coverage, service levels, and overall business performance.
• Establish and monitor distributor KPIs and recommend corrective actions to address performance gaps.
• Lead strategic RTM projects from planning through execution, ensuring timely delivery and measurable business impact.
• Manage initiatives supporting existing and emerging channels, including Hospital, Pet Care, the Ka-partner Sa Pag-unlad Program, and other growth platforms.
• Coordinate with cross-functional teams to ensure successful implementation of RTM initiatives and process improvements.
• Translate sales data, field observations, and market intelligence into actionable business recommendations.
• Develop dashboards, reports, and performance analyses to support management decision-making.
• Identify opportunities to improve sales productivity, route optimization, coverage, and resource allocation.
• Work closely with Sales, Marketing, Supply Chain, Finance, Customer Service, and other business units to align RTM strategies with company objectives.
• Support organizational initiatives by providing RTM expertise during business planning, product launches, and channel expansion projects.
• Promote a culture of continuous improvement through data-driven decision-making and operational excellence.

Skills

Sales

Distributor Management

Route-to-Market

Sales Operations

Cross-functional Collaboration

Education

Bachelor’s degree in Business Administration, Marketing, Management, Industrial Engineering, or a related field

Job description

GENERAL PURPOSE

The Route-to-Market (RTM) Manager is responsible for developing, implementing, and continuously improving data-driven Route-to-Market strategies that drive business growth, strengthen distributor capabilities, enhance sales productivity, and optimize field execution. The role partners closely with Sales, third-party distributors, and cross-functional teams to translate business insights into effective RTM initiatives while leading strategic projects for existing and emerging channels.

DUTIES AND RESPONSIBILITIES

Route-to-Market Strategy & Planning

• Develop and implement Route-to-Market strategies that improve market coverage, distribution efficiency, and sales effectiveness.
• Analyze sales data, market trends, customer insights, and field performance to identify opportunities for continuous improvement.
• Design scalable RTM models, policies, and programs that support business objectives and sustainable growth.
• Monitor and evaluate RTM initiatives, recommending improvements based on performance metrics and business needs.

Distributor Performance Management

• Partner with Sales teams and third-party distributors to improve operational efficiency and execution excellence.
• Develop programs that enhance distributor productivity, coverage, service levels, and overall business performance.
• Establish and monitor distributor KPIs and recommend corrective actions to address performance gaps.

Project Management

• Lead strategic RTM projects from planning through execution, ensuring timely delivery and measurable business impact.
• Manage initiatives supporting existing and emerging channels, including Hospital, Pet Care, the Ka-partner Sa Pag-unlad Program, and other growth platforms.
• Coordinate with cross-functional teams to ensure successful implementation of RTM initiatives and process improvements.

Sales Analytics & Business Insights

• Translate sales data, field observations, and market intelligence into actionable business recommendations.
• Develop dashboards, reports, and performance analyses to support management decision-making.
• Identify opportunities to improve sales productivity, route optimization, coverage, and resource allocation.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Supply Chain, Finance, Customer Service, and other business units to align RTM strategies with company objectives.
• Support organizational initiatives by providing RTM expertise during business planning, product launches, and channel expansion projects.
• Promote a culture of continuous improvement through data-driven decision-making and operational excellence.

QUALIFICATIONS

• Bachelor’s Degree in Business Administration, Marketing, Management, Industrial Engineering, or a related field.
• At least 7 years of experience in Sales, Distributor Management, Route-to-Market, Sales Operations, or related commercial functions.
• Proven experience in Route-to-Market design, distributor operations, sales planning, field execution, and channel development.
• Experience managing strategic projects and cross-functional initiatives is highly preferred.
• Exposure to emerging channel development or entrepreneurship program management is an advantage.