Route to Market Manager at Tropikal Brands Afrika Limited
Route to Market Manager
We are seeking a results-driven Route to Market (RTM)
Manager to lead the design, implementation, and optimization of the
distribution strategy for our beverage portfolio. The role will focus on
strengthening distribution efficiency, expanding outlet coverage, and driving
sales growth across General Trade, Wholesale, and HoReCa channels.
The successful candidate must bring hands-on FMCG
manufacturing experience selling soft drinks/ beverages, with a deep
understanding of distributor management, retail execution, and market expansion
across Kenya and the broader East African region.
Responsibilities
- Develop
and execute a robust Route to Market strategy to maximize distribution
reach and market penetration. • Optimize distributor and sub-distributor
networks to improve service levels, coverage, and sales productivity.
- Drive
numeric and weighted distribution growth across key channels including
General Trade and HoReCa.
- Strengthen
in-store execution, merchandising standards, and product availability to
ensure consistent brand visibility.
- Implement
data-driven sales planning through Sales Force Automation (SFA) and market
analytics.
- Collaborate
with Sales, Marketing, and Supply Chain teams to ensure alignment on
promotions, product launches, and demand planning.
- Identify
and unlock new growth opportunities across urban, peri-urban, and emerging
markets.
Qualifications
- Bachelor’s
degree in Business, Marketing, or related field; MBA is an added
advantage.
- 5-8
years FMCG experience, with proven success selling beverages- soft drinks
within a manufacturing environment.
- Strong
experience in Route to Market strategy, distributor management, and field
sales operations.
- Demonstrated
track record of driving distribution growth and improving market coverage.
- Deep
understanding of Kenya’s FMCG soft drink/ beverage landscape, including
retail channels and distributor networks.
Key competencies
- Commercial
strategy and market expansion
- Strong
analytical and performance management skills
- Distributor
and channel management
- Sales
leadership and team development
- Negotiation
and stakeholder engagement
How to Apply
Interested candidates are invited to submit their CVs
to hr@tropikal.co.ke