Route to Market Specialist

Ferrero Morocco is seeking a dynamic and analytical Route to Market (RTM) Specialist to support and optimize the company’s distribution and commercial execution strategy across Morocco.
The RTM Specialist will play a key role in territory design, routing optimization, performance analysis, merchandising evaluation, and Modern Trade segmentation. The role requires strong analytical capabilities, field proximity, and cross-functional collaboration to ensure efficient market coverage and execution excellence.

1. Routing & Territory Management
•    Design and optimize routing plans and visit frequency models to ensure efficient market coverage and maximize sales productivity.
•    Define and continuously improve territory structures to balance workload and sales potential.
•    Ensure strict compliance with route discipline and monitor adherence through field audits and SFA tracking.
•    Analyze route performance and recommend adjustments based on sales potential and channel development.

2. Market Census & Database Management
•    Lead and deploy market census projects to identify new POS and validate existing ones.
•    Ensure continuous database cleaning and updating (customer master data accuracy and segmentation).
•    Monitor coverage gaps and propose corrective action plans.

3. Tools, Ways of Working & Incentive Schemes
•    Develop and implement standardized Ways of Working (WoW) for supervisors and sales representatives.
•    Create tracking tools, dashboards, and reporting templates to enhance field execution.
•    Propose and structure incentive schemes for supervisors aligned with company KPIs and objectives and recommend improvements.

4. Field & Sales Force Training
•    Conduct regular field accompaniment to support supervisors and sales representatives.
•    Identify capability gaps and deliver targeted training sessions (routing, KPIs, execution standards).
•    Reinforce best practices in coverage, merchandising, and reporting.
•    Support adoption and optimization of Sales Force Automation (SFA) tools.

5. Performance Analysis & Modern Trade Optimization
•    Develop and monitor KPIs and performance scorecards for merchandising teams and key accounts.
•    Identify underperforming stores, regions, or segments and recommend corrective action plans.
•    Conduct regular performance reviews and provide actionable insights to Sales Management.
•    Develop and refine Modern Trade segmentation models based on store size, potential, and format.

•    Bachelor’s degree in business administration or engineering.
•    2–3 years of experience in Route to Market, Sales Operations, Commercial Excellence, or Field Sales roles, preferably within FMCG.
•    Strong analytical skills with advanced proficiency in Microsoft Excel and PowerPoint.
•    Experience with routing optimization tool and Sales Force Automation (SFA) is highly desirable
•    Fluent in French and Arabic with strong communication skills; English proficiency is mandatory.
•    Strong problem-solving and data interpretation capabilities.
•    Ability to work cross-functionally and influence stakeholders at different levels.
•    Results-driven, organized, and detail-oriented.

How to Be Successful in the Role:
•    Demonstrate strong analytical and structured thinking.
•    Maintain close proximity to the field and understand operational realities.
•    Show ownership and accountability in project execution.
•    Collaborate effectively across departments.
•    Maintain a consumer-focused and performance-driven mindset.

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Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
Find out more here.