Route to Market Coordinator
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Job Summary
Immediate Supervisor; Omnichannel Commercial Manager
JOB MISSION:
The RTM Coordinator – Import & Hybrid Markets supports the deployment adoption and performance of Route-to-Market and omnichannel commercial solutions across West African Import and Hybrid markets. Reporting to the Omnichannel Commercial Manager the role coordinates day-to-day RTM execution digital channel activation field sales integration and market performance follow-up to ensure that commercial initiatives are effectively implemented and embedded in local market operations.
The position contributes to commercial growth by:
- Supporting the execution of RTM and omnichannel priorities across Import and Hybrid markets.
- Ensuring strong coordination between Commercial Field Sales BTS Operations and external partners.
- Driving customer and sales team adoption of digital and non-field sales channels.
- Monitoring market-level KPIs and escalating performance gaps for corrective action.
- Supporting a scalable customer-centric commercial model that improves efficiency engagement and revenue generation.
DESCRIPTION OF THE FUNCTION:
The RTM Coordinator acts as the operational link between the Omnichannel Commercial Manager and the Import and Hybrid market teams. The role supports the translation of Business Unit commercial priorities into practical execution plans ensuring that RTM and omnichannel initiatives are deployed consistently and adopted by field teams customers distributors and partners. The role bridges Commercial teams BTS Operations to ensure effective deployment adoption and performance of omnichannel commercial solutions.
Key purposes of the function include:
RTM & Omnichannel Execution Support
- Support the implementation of the Business Unit RTM and omnichannel roadmap within Import and Hybrid markets.
- Coordinate market-level execution of digital ordering telesales WhatsApp ordering marketplace CRM/SFA and related commercial initiatives.
- Ensure new channels are integrated with traditional field sales and distributor operations.
Market Coordination & Stakeholder Alignment
- Coordinate with Commercial Field Sales Operations BTS distributors and external vendors to support timely delivery of initiatives.
- Provide structured market feedback to the Omnichannel Commercial Manager to inform priorities and improvements.
- Support regular governance routines by preparing updates tracking actions and following up on key deliverables.
Performance Tracking & Reporting
- Monitor agreed RTM and omnichannel KPIs including customer adoption active digital customers sales contribution service quality and execution compliance.
- Prepare performance dashboards and reports for Import and Hybrid markets.
- Identify execution gaps and recommend corrective actions for review and alignment.
Adoption Capability Building & Change Support
- Support training and onboarding of internal teams distributors customers and external users on digital and RTM tools.
- Coordinate field activation campaigns promotions and loyalty initiatives linked to omnichannel adoption.
- Collect customer and sales team feedback to improve user experience and adoption.
Operational Excellence
- Support day-to-day operational management of RTM and omnichannel solutions in Import and Hybrid markets.
- Follow up on platform issues service quality data accuracy and customer experience concerns.
- Ensure disciplined execution routines and timely escalation of risks or blockers.
MAIN JOB FUNCTIONS
RTM & Omnichannel Execution Support
Support implementation of RTM and omnichannel initiatives across Import and Hybrid markets
Coordinate deployment of digital commercial channels including eB2B telesales WhatsApp ordering marketplaces CRM/SFA and future platforms
Ensure integration of new channels with field sales and distributor operations
Market Coordination & Stakeholder Follow-up
Define omnichannel KPIs (adoption sales contribution engagement service levels)
Monitor channel performance and prepare performance reporting
Identify performance gaps and define improvement initiatives
Support data-driven decision making using commercial insights
Performance Tracking & Reporting
Monitor RTM and omnichannel KPIs including adoption sales contribution active customers service levels and execution compliance
Prepare regular performance dashboards reports and market updates
Identify gaps and recommend corrective actions for review
Operational Excellence
Support day-to-day operational management of RTM and omnichannel platforms
Follow up on platform issues service quality data accuracy and customer experience concerns
EDUCATIONAL AND OTHER SPECIFIC TRAINING REQUIREMENTS:
- Fluent in English; French Spanish or Portuguese is a plus.
- Strong FMCG commercial experience with good understanding of Route-to-Market field sales and distributor operations.
- Strong field orientation and willingness to spend time in Import and Hybrid markets to understand customer needs and execution realities.
- Good communication and stakeholder management skills with the ability to coordinate across functions and markets.
- Strong attention to detail with a structured and disciplined approach to follow-up and execution.
- Proficiency in Microsoft Office tools particularly Excel and PowerPoint.
- Ability to work effectively in a fast-paced evolving and multi-market environment.
- Knowledge of CRM/SFA systems and digital commercial platforms such as eB2B telesales WhatsApp ordering and marketplace solutions is a plus.
AREAS OF EXPERTISE AND YEARS OF EXPERIENCE:
- 5 years of experience in Commercial Route-to-Market Sales Operations Digital CRM/SFA or Omnichannel environments.
- Experience in FMCG / Consumer Goods sector preferred.
- Good understanding of Import and Hybrid market dynamics distributor models and field sales execution.
- Experience coordinating cross-functional initiatives and supporting market deployment activities.
- Ability to influence and follow up with stakeholders across commercial operational and technology functions.
- Practical hands-on mindset with the ability to make things happen through teamwork and relationships based on trust.
