RTM Specialist

About the role

Coca-Cola Beverages Africa (CCBA) is hiring a Route to Market (RTM) Specialist for its Sales team in Matola, Mozambique. The role develops and optimises route-to-market capabilities that improve customer service, salesforce effectiveness, market coverage and operational efficiency, ensuring RTM strategies, tools and processes are deployed effectively to support commercial growth.

Key responsibilities

• Establish and lead a dedicated country capability that turns RTM priorities into effective routes, better salesforce productivity and wider customer coverage.
• Design and regularly refine routes using customer segmentation, outlet potential, geography, service frequency and capacity to balance coverage, workload and cost to serve.
• Use time and motion studies and feet-on-the-street analysis to improve call schedules, selling time and resource deployment while reducing avoidable travel.
• Identify unserved outlets and coverage gaps with sales teams, adapting routes for new channels, product launches and changing customer needs across direct and indirect models.
• Lead route rollouts with Sales, Logistics and partners through clear ownership, field validation and review routines aligned with country RTM and business plans.
• Own country route-planning tools and data quality, working with BSS and technology teams to keep outlet and route data accurate and drive full tool use.
• Build planning skills through route performance reviews and cross-market learning to scale effective practices.

Required profile

• Relevant qualification in Business, Logistics, Industrial Engineering or a related field, or equivalent experience.
• 4-6 years of progressive experience in RTM, sales operations or commercial planning, including at least 2 years leading route optimisation or salesforce productivity initiatives.
• Proven delivery of country or multi-region routing programmes using customer segmentation, time and motion analysis and route-planning tools.
• Experience leading cross-functional work with Sales, Logistics and technology teams, with exposure to direct and indirect distribution.

Required skills

• Route modelling, territory design and workload balancing.
• Strong analytical skills to turn outlet and productivity data into routing decisions.
• Understanding of end-to-end customer processes and cost-to-serve trade-offs.
• Route-planning systems, data governance and performance reporting.
• Project management, stakeholder influence and change management.