Head of RTM & Commercial Excellent Execution

Job Overview:
• Main guardian & keeper of the commercial execution culture within the bottler operation making sure that the Channel Strategy and its PiCOS is communicated and translated correctly to the front line sales team, for a best in class field execution, measured through the RED audit process as one of his main roles to ensure a quality process of feedback and following up of the opportunities found in the market that will allow us to win at every point of sale.
• The role is an essential service and support provider across the bottler primarily within General Trade and Modern Trade (MT), which requires close and effective collaboration with different commercial departments as Channel/RGM, WINNING AT POINT OF SALE, RTM and Sales Management to deliver the right service and solutions to achieve an execution of excellence.
Key Accountabilities:
1. Work together with WINNING AT POINT OF SALE & RTM team to generate a culture of commercial execution excellence in the sales front line, that will be traduced in their ways of working from transactional based relationships to execution-based relationships.
2. Ensure activity execution plans (PiCOS and Tactical initiatives related) are well communicated and aligned across the sales front team and support into the Sales & Marketing Operative process where appropriate.
3. Capability development of Sales Front team in terms of commercial execution, establishing with the RTM team the way to engage (rhythm & routines), train (manuals & selling stories) and give feedback to the sales team.
4. Lead, control, and supervise the RED audit process, following the guidelines of the SEAHKT Commercial Leadership team regarding the methodology, systems and reports used to track the business commercial execution, to guarantee quality information from the audit that could be traduced into actionable plans for improvement.
5. Based on the SEAHKT Commercial Guidelines, define and update with RGM, WINNING AT POINT OF SALE team and RTM, the commercial execution KPI's and RED Score composition, to lead & consolidate the monthly presentation of the results to the business, identifying main opportunities by region and action plans for improvement aligned with the Sales & Marketing Direction and its teams.
6. With the help of the SEAHKT team, digitalize and simplify the Commercial Execution process by Identifying, defining, and prioritizing list of requirements and possible innovations needed for the actual & future technological tools used to help the front-line team execute a culture of excellence in the market.
7. Ensure consistent execution of the RTM strategy, support selling teams, maintain operational discipline through clear KBIs, lead new RTM implementations, provide market information to compare results against potential, and define governance processes for various RTM models.