Main Responsibilities: Providing RTM framework and proposal.
Providing sales analysis and reporting tools.
Building and improving sales processes, sales operation systems and policies.
Acting as a project manager on sales projects coordinating all parties involved (i.e. Route to Market project, PDA project, Web-selling ...).
Route to Market Strategy Planning, Evaluation, and Monitoring Provincial/city Data Review & Diagnosis: Conduct Yearly/quarterly deep-dive reviews on provincial and city-level performance data to identify under/over-performing pockets, diagnose root causes, and provide fact-based recommendations to support sales team in evaluating regional proposals.
Support the Team in translating the RTM roadmap (city/Province, channel, trade coverage) into actionable penetration plans, including channel prioritization, resource allocation templates, and milestone tracking.
Investment Modeling & Scenario Simulation: Build and maintain financial models to simulate RTM investment scenarios (human resources, financial tools, system enablers)



based on business strategy plans; quantify ROI and trade-offs for different city/channel coverage options.
Value Chain Facilitation (Direct vs. Indirect): Design, model, and facilitate the value chain economics for channels—mapping trade margins, and promotional investment flows across Direct and Indirect models—to minimize cross-channel conflict and to facilitate alignment with cross function like Revenue management, Finance and supply chain etc.
Sales Force Productivity Analytics: Partner with SFM team (already in place) to analyze sales force productivity metrics (coverage ratio, call frequency, strike rate, territory efficiency); identify improvement opportunities and feed insights into territory planning and incentive design.
Onboarding & Process Optimization: Run and continuously improve the new distributor onboarding process—ensure seamless integration with operation team.
Direct vs. Indirect Conversion Modeling & Decis

📌 RTM Manager (Italia)
🏢 Beni di consumo e di lusso / Moda
📍 Italia