Job Details

Job Description

Dreaming big is in our DNA. It’s who we are as a company. It’s our culture. It’s our heritage. And more than ever, it’s our future. A future where we’re always looking forward. Always serving up new ways to meet life’s moments. A future where we keep dreaming bigger. We look for people with passion, talent, and curiosity, and provide them with the teammates, resources and opportunities to unleash their full potential. The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?

The Key Purpose of this role is to be responsible for analyzing, digitizing, and optimizing route-to-market sales processes. The role ensures that distributors, sales teams, and RTM functions operate efficiently through the effective use of CRM systems, automation tools, and data-driven insights. By combining process improvement with sales technology, this role enables better visibility, compliance, and performance across the distribution network.

Key Role and Responsibilities:

Process Design & Digitization

• Map, analyze, and re-engineer RTM sales processes (order capture, fulfillment, delivery, invoicing).
• Introduce digital tools to automate manual steps and reduce inefficiencies.
• Standardize workflows across distributors and RTM teams.

Sales Technology & Systems

• Deploy and manage CRM platforms to capture distributor and customer interactions.
• Drive adoption of RTM digital tools (sales ordering apps, handheld devices, route planning software).
• Integrate RTM data into BI dashboards for real-time visibility of sales and distribution performance.

Analytics & Insights

• Track and report on KPIs such as sales volumes, pricing compliance, delivery efficiency, and trade margin performance.
• Use advanced analytics to identify sales opportunities, distribution gaps, and revenue leakages.
• Provide RTM leadership with actionable recommendations based on data trends.

Commercial Governance & Compliance

• Monitor compliance with RTM policies, list pricing, and distributor agreements.
• Ensure approval workflows for pricing, discounts, and promotions are followed digitally.
• Support periodic audits of distributor and RTM systems.

Cross-Functional Collaboration

• Work with sales, logistics, and finance teams to align processes across the value chain.
• Train distributors and sales teams on digital tools and best practices.
• Act as the link between RTM leadership and IT/Tech to ensure system enhancements meet business needs.

Key Attributes and Competencies:

• Strong understanding of RTM models and distribution dynamics.
• Skilled in process improvement and digital transformation.
• Proficiency in CRM systems (Salesforce/HubSpot) and BI tools (Power BI/Tableau).
• Excellent analytical, problem-solving, and stakeholder management skills.
• Tech-savvy with ability to drive the adoption of digital tools across diverse teams.

Minimum Requirements:

• Bachelor’s degree in Business, Supply Chain, Information Systems, or related field.
• 2–5 years’ experience in sales operations, RTM, or commercial process roles.
• Hands-on experience with CRM platforms, sales tech tools, and BI dashboards.
• FMCG/distribution industry exposure highly desirable.

Additional Requirements:

• Band: IX

ABInBev is an equal opportunity employer, and all appointments will be made in line with ABInBev employment equity plan and talent requirements.

The advert has minimum requirements listed.