Route to Market & Commercial Capability Director

1. JOB SUMMARY:
Route to market & Commercial Capability Director supports the development of appropriate Route to Market strategies to enable topline growth while working with the markets to improve productivity of our commercial and distribution resources.
The position will collaborate in the development of RTM capabilities in the country by establishing and implementing tools and methodologies to guarantee that RTM is a competitive advantage in our markets.
Route to market & Commercial Capability Director will be permanently analysing the RTM market performance to recommend adjustments to the RTM models based on best practices of the region or outside the group.
2. KEY DUTIES/RESPONSIBILITIES:
• Route to market & Commercial Capability Director supports the development of appropriate Route to Market strategies to enable topline growth while working with the markets to improve productivity of our commercial and distribution resources. (30%)
Main Activities/Responsibilities:
a) Annually analyse the effectiveness and efficiency of RTM models across the country.
b) Participate in strategic direction setting for the RTM Strategies, utilizing tools, benchmarks and services.
c) Interact with Sales Leaders to highlight RTM opportunities (distributor management, frontline productivity, wholesaler engagement and digital models), design fit for purpose RTM models.
d) Interact with Sales Leaders in the country to get feedback on the RTM design
e) Provide support in the implementation plans
• Continuous analysis of RTM performance to recommend adjustments to the RTM models based on best practices of the region or outside the group. (60%)
Main Activities/Responsibilities:
a. Manage and keep up to date CTS report as a proxy to provide visibility to all commercial units in the country on their main opportunities (Track usage and create trainings as needed)
b. Support through Numeric Distribution tracking to identify main areas of opportunity and provide guidance and recommendations to drive focus where we have the bigger opportunities
c. Measure sales personnel productivity and compare vs targets
d. Check on distributors operational and financial health
e. Evaluate wholesaler engagement and strategies
f. Publish RTM model's analysis to support commercial decisions
• Identifies new RTM opportunities based on investigation of models used in other industries and latitudes. (10%)
Main Activities/Responsibilities
a) Coordinate meetings with other bottlers to find out best RTM practices
b) Investigate new selling and delivery models used by other companies that could be adapted to our market realities now or in the future
c) Adapt best practices into possible new sales models and guide operations to pilot and implement them
3. FINANCIAL/JOB SCOPE:
Countries (Bottlers); Functional teams; Volume (unit case); Revenue;...
4. COMMUNICATION COMPLEXITIES:
Strong communication, collaboration, influencing and negotiation skills. Use change management techniques to convince and influence. Ability to build strategical and operational relationships with local Route to Market, Distribution, Commercial, Logistics, Supply Chain teams.
The manager must have ability to influence direction of RTM models providing appropriate governance to ensure the integrity and quality of the commercial models being implemented.
5. ANALYSIS:
Have a strong business connection to analyse and understand the core business challenges and where can the RTM be changed and transformed. Identify and recommend strategies to lower cost to serve and continuously improve numeric distribution to deliver productivity benefits to markets.
6. JUDGMENT AND DECISION MAKING:
Ability to understand, with numbers, interviews and/or market visits, on ground operations with distributors, wholesalers, sales reps, merchandisers, partners; assess the challenges they face and process improvement opportunities; ability to understand what are top opportunities and problems to address and assist the RTM Director and commercial heads with the best solutions for them.
7. INNOVATION:
This role will support the BIG Route to Market transformation. It supports the design of new commercial RTM models and recommends on how to improve their process to assure our products in the market.
The innovation scope will comprehend third party engagement and management processes, new selling models, application of new technology, etc.
8. SUPERVISORY RESPONSIBILITIES:
Independent contributor at this time; however, will support and guide the RTM Operations and Commercial teams on the countries over the new RTM models.