Route Engineer Caucasus & Belarus

PepsiCo · Tbilisi

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The role is responsible for the development, implementation, and continuous improvement of the Route-to-Market (RTM) model, sales routing, and customer coverage structure. Key responsibilities include planning the size and structure of field sales teams, analyzing workload distribution and resource utilization efficiency, and supporting annual and operational planning processes, including the preparation of RTM-related budgets.

Key Responsibilities

• Develop, implement, and maintain sales routes and Route-to-Market (RTM) processes.
• Optimize territory structures and customer coverage models to improve sales force effectiveness and operational efficiency.
• Plan the size, structure, and deployment of field sales teams (Field Force Planning) based on business objectives and territory potential.
• Participate in annual and operational planning processes, including the preparation of calculations, forecasts, and budgets related to RTM initiatives.
• Analyze resource utilization, field force workload, and time allocation, and provide recommendations to enhance productivity and efficiency.
• Monitor and analyze key RTM KPIs (e.g., Complete Rate, Success Rate, Time KPIs), identify improvement opportunities, and develop corrective action plans.
• Support the development and maintenance of analytical reports, dashboards, and decision-making tools for commercial and sales management.
• Provide methodological and functional support to field sales teams and cross-functional stakeholders on RTM-related processes and best practices.
• Support sales target-setting and planning activities, ensuring the accuracy and integrity of route, territory, and customer coverage data.
• Collaborate closely with Sales teams to implement initiatives and projects aimed at improving the Route-to-Market model and commercial effectiveness.
• Investigate and resolve operational issues related to RTM processes while ensuring compliance with corporate policies, standards, and business procedures.

• Bachelor’s degree in Business Administration, Economics, Logistics, Analytics, or a related field.
• 2–3 years of experience in Sales Operations, Go-to-Market (GTM), Commercial Analytics, Sales Planning, or a similar function.
• Strong analytical skills with proven experience in working with large datasets and translating insights into actionable business recommendations.
• Advanced proficiency in Microsoft Excel.
• Solid understanding of routing principles, territory planning, field force management, and key sales performance metrics.
• Strong organizational and communication skills, with excellent attention to detail and the ability to collaborate effectively with Sales teams and cross-functional stakeholders.
• Fluency in Georgian, English and Russian languages.

Key Responsibilities

• Develop, implement, and maintain sales routes and Route-to-Market (RTM) processes.
• Optimize territory structures and customer coverage models to improve sales force effectiveness and operational efficiency.
• Plan the size, structure, and deployment of field sales teams (Field Force Planning) based on business objectives and territory potential.
• Participate in annual and operational planning processes, including the preparation of calculations, forecasts, and budgets related to RTM initiatives.
• Analyze resource utilization, field force workload, and time allocation, and provide recommendations to enhance productivity and efficiency.
• Monitor and analyze key RTM KPIs (e.g., Complete Rate, Success Rate, Time KPIs), identify improvement opportunities, and develop corrective action plans.
• Support the development and maintenance of analytical reports, dashboards, and decision-making tools for commercial and sales management.
• Provide methodological and functional support to field sales teams and cross-functional stakeholders on RTM-related processes and best practices.
• Support sales target-setting and planning activities, ensuring the accuracy and integrity of route, territory, and customer coverage data.
• Collaborate closely with Sales teams to implement initiatives and projects aimed at improving the Route-to-Market model and commercial effectiveness.
• Investigate and resolve operational issues related to RTM processes while ensuring compliance with corporate policies, standards, and business procedures.

• Bachelor’s degree in Business Administration, Economics, Logistics, Analytics, or a related field.
• 2–3 years of experience in Sales Operations, Go-to-Market (GTM), Commercial Analytics, Sales Planning, or a similar function.
• Strong analytical skills with proven experience in working with large datasets and translating insights into actionable business recommendations.
• Advanced proficiency in Microsoft Excel.
• Solid understanding of routing principles, territory planning, field force management, and key sales performance metrics.
• Strong organizational and communication skills, with excellent attention to detail and the ability to collaborate effectively with Sales teams and cross-functional stakeholders.
• Fluency in Georgian, English and Russian languages.

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