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The Route to Market (RTM) Coordinator is responsible for strengthening MedSafe's market execution by coordinating distribution partners, ensuring product availability, monitoring pricing compliance, improving market coverage, and generating actionable market intelligence.
The role acts as a bridge between MedSafe, distribution partners, wholesalers, retailers, pharmacies, clinics, and field sales teams to ensure sustainable growth of MedSafe's portfolio.
The RTM Coordinator will manage five Sales Representatives responsible for covering strategic territories and customers underserved by existing distribution partners. The role also conducts operational and compliance audits to ensure partners adhere to MedSafe standards, commercial policies, and regulatory requirements.
Key Responsibilities
- Distribution Partner Management
In collaboration with Channel Operations Department,
- Coordinate and maintain productive relationships with appointed distributors and channel partners
- Monitor distributor performance against agreed KPIs and service standards.
- Ensure adequate market coverage across assigned territories and customer segments.
- Identify coverage gaps and recommend corrective actions.
- Support distributor route planning and territory optimization.
- Participate in distributor business reviews and performance evaluations.
Key Deliverables
- Distributor performance scorecards
- Coverage expansion plans
- Quarterly partner review reports
2. Availability & Stock Replenishment Management
In collaboration with Channel Operations department.
- Monitor inventory levels throughout the supply chain
- Ensure timely replenishment of stocks to prevent stock-outs.
- Coordinate with distributors and internal supply chain teams regarding forecasted demand.
- Track inventory aging and recommend corrective actions to minimize expiries.
- Monitor stock availability of each products.
Key Deliverables
- Monthly stock availability reports
- Stock-out reduction plans
- Inventory health dashboard
3. Pricing & Commercial Compliance
- Monitor adherence to MedSafe's recommended price ranges.
- Identify instances of excessive discounting, overpricing, or unauthorized trading.
- Investigate pricing irregularities and recommend corrective actions.
- Support commercial policy implementation across partner networks.
- Protect brand equity through disciplined channel execution.
Key Deliverables
- Pricing compliance reports
- Trade monitoring reports
- Corrective action recommendations
4. Market Intelligence & Consumer Insights
In collaboration with Data team,
- Coordinate collection of market data from distributors, wholesalers, pharmacies, drug stores, and clinics.
- Gather customer feedback and competitive intelligence.
- Monitor competitor activities including:
- Product launches
- Trade promotions
- Pricing changes
- Distribution expansion
- Generate insights that support strategic commercial decisions.
Key Deliverables
- Market intelligence reports
- Competitor tracking reports
- Consumer insight summaries
- Territory opportunity assessments
5. Field Force Management
Manage a team of five Sales Representatives responsible for:
- Supporting wholesalers and retailers beyond distributor coverage.
- Developing strategic accounts.
- Increasing product availability and visibility.
- Building relationships with wholesalers, pharmacies, drug stores, clinics, and key customers.
- Executing trade programs and field initiatives.
Responsibilities
- Recruit, coach and supervise field sales personnel.
- Set clear territory objectives and KPIs.
- Conduct regular field visits and coaching sessions.
- Review productivity and performance metrics.
- Ensure compliance with company policies and reporting requirements.
Key Deliverables
- Sales Representative performance reviews
- Market coverage plans
- Coaching and development plans
6. Operational and Compliance Audits
- Conduct periodic audits of distribution partners and field operations with advice from Sr manager executive office.
- Verify compliance with commercial agreements, pricing policies, inventory management practices, and reporting standards.
- Assess partner capabilities in:
- Governance
- Sales operations
- Inventory management
- Financial discipline
- Compliance processes
- Report risks, gaps, and improvement opportunities.
Key Deliverables
- Partner audit reports
- Compliance scorecards
- Corrective action tracking plans
7. Route-to-Market Development
In collaboration with Channel Operations Department,
- Support continuous improvement of MedSafe's Route-to-Market strategy.
- Recommend improvements in channel structure, territory design, and service models.
- Identify opportunities to enhance:
- Availability
- Affordability
- Customer reach
- Channel productivity
Key Deliverables
- RTM improvement recommendations
- Territory optimization proposals
Channel development initiatives