Route Engineer Caucasus & Belarus

Overview

This position is accountable for designing, executing, and refining the Route-to-Market (RTM) model, including sales routing and structuring customer coverage. It involves planning team sizes and layouts in field sales, analyzing workload distribution and resource usage, and aiding in yearly and operational plans by preparing RTM-related budgets and forecasts.

Key Duties

• Create, apply, and sustain sales routes and RTM workflows.
• Enhance territory frameworks and customer coverage methods to boost sales team efficiency and operational productivity.
• Determine optimal size, composition, and deployment plans for field sales teams based on goals and territory potential.
• Engage in annual and operational planning by producing forecasts, calculations, and preparing RTM budgets.
• Evaluate workforce utilization, workload distribution, and time management, providing improvement suggestions.
• Track and assess vital RTM performance metrics such as Completion Rate and Success Rate, proposing corrective strategies.
• Assist with building and updating reports, dashboards, and tools supporting commercial and sales decisions.
• Offer methodological and operational guidance concerning RTM best practices to sales teams and related departments.
• Support target setting in sales planning, ensuring accuracy in route and territory data.
• Work collaboratively with sales teams to implement RTM improvements and commercial initiatives.
• Analyze and resolve operational challenges tied to RTM processes in alignment with corporate policies and standards.

Candidate Profile

• Holds a Bachelor’s degree in Business Administration, Economics, Logistics, Analytics, or related disciplines.
• Possesses 2 to 3 years' experience in Sales Operations, Go-to-Market strategy, Commercial Analytics, or similar roles.
• Demonstrates strong analytical capabilities, skilled at handling large datasets and converting analyses into business actions.
• Advanced user of Microsoft Excel.
• Has solid expertise in routing principles, territorial planning, field force deployment, and sales performance measures.
• Exemplifies exceptional organizational and communication skills, meticulous in detail, with ability to collaborate effectively across teams.
• Fluency in Georgian, English, and Russian languages is required.