Go-to-Market (GTM) Coordinator – Distribution Operations

AI summary

Promasidor Nigeria is hiring a Go-to-Market (GTM) Coordinator – Distribution Operations based in Oshodi-Isolo, Lagos. The role focuses on translating the company’s Route-to-Market and distribution strategy into scalable operating models, leading RTM expansion, retail zoning, geospatial analysis, and distributor recruitment and onboarding. The position supports market coverage, product availability, and sales-force productivity across priority markets.

• Role based in Oshodi-Isolo, Lagos within distribution operations
• Focus on RTM expansion, retail zoning, and route design
• Lead distributor recruitment, assessment, and onboarding
• Use geospatial analysis and outlet data to drive expansion
• Coordinate with regional sales and territory teams on execution

Original source description

Go-to-Market (GTM) Coordinator – Distribution Operations at Promasidor Nigeria ⏲ Sep 2, 2026, 5:00 AM ⋕ View all Transportation & Logistics jobs Promasidor - We are an African company proud of our heritage and totally committed to the continent. We manufacture, market and sell unique brands which bring practicality and pleasure to millions of consumers across Africa. We are recruiting to fill the position below: Job Title: Go-to-Market (GTM) Coordinator – Distribution Operations Location: Oshodi - Isolo, Lagos Purpose / objective (RTM) expansion agenda, with primary responsibility for distributor recruitment and onboarding, distributor capability The Go-to-Market Coordinator is responsible for translating the company's RTM and distribution strategy into scalable, efficient, and sustainable operating models that expand market coverage, improve product availability, strengthen distributor capability, and enhance sales force and distribution productivity. development, and continuous improvement of distribution performance. To lead the planning, execution, optimization, and governance of the company's distribution operations and Route-to-Market Key Responsibilities: / Activities RTM Expansion: Lead the end-to-end planning and execution of RTM Expansion and other approved distribution expansion initiatives. Lead the retail zoning, territory design, route creation, and resource estimation required to support sustainable expansion. Translate the company's distribution expansion strategy into clear regional and territory-level deployment plans. Develop and maintain detailed rollout plans covering geography, outlet opportunity, distributor requirements, sales force requirements, investment needs, timelines, and expected returns. Monitor REACH implementation against agreed milestones and proactively identify and resolve execution bottlenecks. Identify white spaces, underserved territories, and high-potential outlet clusters for expansion using market intelligence, outlet data, sales performance, and geospatial analysis. Conduct post-implementation reviews and recommend route optimization, resource reallocation, or changes to the operating model where required. Track the performance of newly activated territories, routes, distributors, and sales resources to ensure the expansion delivers incremental coverage and commercial growth. Develop clear scale-up recommendations based on pilot results, productivity trends, and return on investment. Work closely with Regional Sales Managers, Territory Managers, GTM Coordinators, and other stakeholders to ensure readiness for expansion and timely execution. Geospatial Analysis, Retail Zoning & Resource Estimation: Force, vehicles, and other distribution assets based on outlet universe and market potential. Use outlet-level data to identify gaps in route density, call frequency, sales force capacity, and service levels. Lead the application of geospatial analysis and mapping tools to support distribution planning and decision-making. Define optimal retail zones, distributor catchment areas, sales territories, and route boundaries. Analyze outlet density, customer concentration, market potential, travel patterns, competitive presence, and existing distribution coverage to identify expansion opportunities. Conduct resource estimation for distributors, Sales Territory Executives, Field Sales Supervisors, Secondary Sales Distributor Recruitment, Assessment & Onboarding: Develop and maintain a robust distributor pipeline across priority markets and white-space territories. Develop distributor business cases, including expected sales potential, investment requirements, resource needs, operating costs, and profitability. Coordinate the end-to-end onboarding process for newly appointed distributors, ensuring timely completion of all commercial, operational, system, and compliance requirements. Conduct distributor due diligence and business viability assessments in collaboration with Finance, Supply Chain, Define and manage a structured distributor assessment process covering financial capacity, infrastructure, warehouse capability, logistics assets, market knowledge, management capability, sales capability, and growth potential. Sales, and other relevant stakeholders. Lead the identification and recruitment of new distributors required to support market expansion and replace inactive or underperforming distribution capacity. Distributor Capability Building & Development: Develop capability frameworks, training modules, playbooks, and operating standards for distributors and their key teams. Develop and lead a structured distributor capability-building agenda to strengthen the commercial and operational capability of the distribution network. Coordinate structured onboarding and capability development for new distributors. Work with Regional and Territory Sales teams to coach distributors on effective sales and distribution management. Support distributors to build robust business plans, resource plans, and market expansion plans. Establish regular distributor capability assessments and track improvement against agreed development plans. Identify distributor capability gaps across business management, financial management, sales force management, stock management, warehouse operations, customer service, RTM execution, and use of digital tools. Distributor Operations Management: Identify operational gaps and develop improvement plans to strengthen distributor efficiency and service delivery. Work closely with GTM Coordinators and Regional Sales teams to ensure distributors operate in line with agreed RTM processes and standards. Support the resolution of critical distributor issues affecting sales, outlet coverage, stock availability, customer service, or execution quality. Monitor distributor operational readiness, including sales force strength, vehicles, warehouse capacity, stock availability, systems, and route coverage. Oversee the effectiveness and efficiency of key distribution operations across the distributor network. Establish and monitor standard operating processes covering order management, stock availability, sales force deployment, route management, outlet servicing, returns, reporting, and issue resolution. RTM Performance Management & Optimization: Analyze performance trends to identify gaps, productivity issues, and opportunities for improvement. Own the monitoring and analysis of key RTM and distribution performance metrics across the business. Monitor the quality of outlet registration, classification, zoning, and sales force assignment. Work with relevant stakeholders to develop and implement corrective actions for underperforming distributors, routes, territories, and sales resources. Track outlet coverage, active outlets, numeric distribution, outlet acquisition, route productivity, call rate, productive calls, strike rate, sales per route, and sales force efficiency. Develop performance dashboards and scorecards that provide clear visibility of RTM and distribution performance at national, regional, distributor, territory, route, and sales force levels. Establish performance benchmarks and productivity thresholds for key distribution resources. Business Analytics & Data-Driven Decision Making: Develop analytical models to assess market potential, route viability, distributor productivity, outlet opportunity, and resource requirements. Use Power BI, GTM data, SFA data, Excel, geospatial tools, and other analytical platforms to support business decisions. Translate complex data into clear management insights, recommendations, and decision-ready presentations. Establish regular analytics routines to proactively identify risks and opportunities within the distribution network. Ensure data integrity and work with relevant teams to address gaps in data quality, completeness, and consistency. Conduct root-cause analysis on significant performance gaps and recommend practical corrective actions. Develop business cases for distribution expansion, distributor investment, resource deployment, and RTM optimization. Lead the analysis of complex sales, outlet, distributor, and RTM data to generate actionable business insights. Job Requirements: B.Sc. / HND in any discipline Computer literacy (MS Word, Excel, PowerPoint) Experience: Experience: with geospatial analysis, mapping, territory design, route optimization, or location intelligence tools will be a strong advantage. Minimum of 8 years of relevant FMCG, sales operations, distribution, RTM, commercial strategy, or business operations experience: Strong analytical experience: with the ability to interpret large datasets and translate findings into business actions. Demonstrated experience: in project management and cross-functional implementation. Proven experience: in designing, implementing, or managing distribution expansion and RTM initiatives. Experience: using Power BI, advanced Excel, SFA/GTM systems, and other business intelligence tools. Strong experience: working with distributors and managing distributor performance, capability, and operational processes. Skills & Competencies: Business Analytics & Performance Management Distribution Expansion & White-Space Identification Route-to-Market Strategy & Execution Distributor Recruitment & Capability Building Distributor Operations Management How to Apply Interested and qualified candidates should: Click here to apply online View all Jobs in Nigeria Lagos State