Overview
This role is responsible for developing optimized journey plans for the Cluster Field Sales team based on the strategic direction and tactical objectives of the Field Sales leadership team. Core duties include data collection and cleansing, needs analysis, dynamic route development and performance reporting.
Responsibilities
Functional Responsibilities
- Work with Field Sales Leadership team to understand GTM strategy, customer segmentation and routing requirements
- Conduct data collection through 3rd Party retail census provider, matching retail census data with collected customer level data and preparing different census analyses as required
- Maintain the customer level data gathering process through organized field data collection, ensuring uniformity of customer information including coolers information
- Continuously review and scrub geo-fencing data to ensure accuracy and currency
- Using the GTM dynamic routing tool (Road Net 2000), generate balanced field sales routes based on set KPIs (i.e: # customers, call frequency/day, sales volume and min-max daily/weekly route completion times)
- Partner with Field Sales Leadership team to ensure route plans are properly vetted and delivered in accordance with the established timeline and productivity / tactical objectives of market briefs
- Prepare qualitative route performance analysis to highlight further optimization opportunities and recommendations
- Develop and deliver reporting, including call compliance & call effectiveness and before/after comparison. Share key insights and recommendations with Field Sales team for future implementation
People Responsibilities
- Close and frequent interaction with Field Sales team to collate data and requirements, quality check and refine route designs and share actionable insights and recommendations
- Support Field Sales Leadership team with accurate, timely and relevant Route performance reporting and recommendations
- Provide ongoing training to the Field Sales team on data gathering, route designing and KPIs tracking
- Work with Cluster Commercial Analyst, ensuring Route performance information is included in monthly and quarterly commercial reporting packs
Qualifications
- 1 year of experience in logistics, supply chain or field sales
- Strong influencing and clear communication skills
- Customer-centric and collaborative
- Highly analytical and organized
- Deep experience with IT logistics/routing tools
- Bachelors degree in Business or Supply Chain
