Job Summary

The Head of Route to Market (RTM) defines and leads the end-to-end RTM strategy, governance, and transformation agenda to drive sustainable topline growth, optimize cost-to-serve, and enhance the productivity of commercial and distribution resources.

The role partners cross-functionally to shape and implement future-ready RTM models, eb2b by combining deep understanding of end-to-end commercial operations with strong business case development.

Through continuous performance diagnostics and external benchmarking, the role drives data-led evolution of RTM models, integrating emerging technologies into scalable and pragmatic solutions that create competitive advantage in Commercial & Sales.

Key Responsibilities

1. Define and Lead RTM Strategy & Transformation (30%)

• Own the end-to-end RTM strategy to enable topline growth, ensure optimal coverage, improve productivity of commercial and distribution resources as well all cost-to-serve efficiency across all channels
• Continuously lead the team to analyze market dynamics, competitor RTM models, and internal performance (RTM, X-Ray of Distributors and Wholesalers, ND, CTS, Discounts, Customer Service Policies, etc.) to identify structural opportunities
• Define and drive next-generation RTM models, including distributor, wholesaler, and digital/eB2B ecosystems
• Lead cross-functional alignment with Commercial & Sales, RGM, Supply Chain, Logistics, and Digital to ensure RTM strategies are holistic and executable
• Act as the thought partner to Sales Leadership, shaping RTM direction and embedding it into planning activities

Requirements

• Business Management Degree or Equivalent
• More than 5 years with solid experience in commercial (traditional and 
• modern trade), RTM, logistics and operations roles
• Building and maintaining relationships, communicating effectively, 
• Influences the System, Drives Innovative Business Improvements, Develops & 
• Inspires Others, Builds Vision and Strategy, Ethics, and integrity
• Act like an Owner, collaborate with the System, Inspire Others, Drive 
• Innovation, Customer and Key Stakeholders, Develop Self and Others
• Commercial Knowledge 
• Financial simulations and budgeting
• HR (Human Resources) fundamentals
• Route planning/Route management
• Network analysis
• Distributor management
• Wholesaler engagement strategy
• eRTM – Digital trends
• IT basics
• Operations/logistics basic processes
• Project Management 
• Business Intelligence