Director, Route To Market (RTM)
About The Position
The Route to Market (RTM) Director is responsible for the design, evolution, and performance of Route to Market strategies primarily for HORECA, and Local Market channels across the NAOU system, enabling sustainable topline growth while improving the productivity and effectiveness of commercial and distribution resources. This role partners closely with NAOU bottlers and cross-functional stakeholders to develop fit-for-purpose RTM models for fragmented, high-touch, and execution-intensive channels, ensuring alignment with customer needs, channel economics, and long-term system strategy. While Mass and Retail channels are covered by other dedicated teams, this role ensures RTM coherence at the system level and contributes selectively where FSOP and HORECA overlap with large-format or national customers. The RTM Director collaborates closely with the National Food Distributors (NFD) group and the eB2B RTM team, who provide subject-matter expertise, platforms, and execution support, to ensure an integrated and scalable Route to Market approach.
Requirements
- Degree in Industrial Engineering, Logistics, Business Management, or equivalent
- 7+ years of experience in Route to Market, commercial, logistics, or operations roles
- Proven experience in FSOP, HORECA, distributor, or fragmented trade environments
- Comfort operating through influence rather than authority
- Strong change management and stakeholder alignment skills
- Ability to balance strategic design with hands-on execution support
- Sensitivity to local market dynamics and cultural differences
- FSOP & HORECA channel strategy
- Local market RTM design
- Distributor and reseller management
- Financial modeling and cost-to-serve analysis
- Route planning and network optimization
- eRTM and digital selling fundamentals
- Business Intelligence and performance tracking
- Operations and logistics fundamentals
- Project and change management
- Builds strong relationships across the system
- Communicates with clarity and influence
- Influences without direct authority
- Drives innovative business improvements
- Develops and inspires others
- Acts with integrity and accountability
Nice To Haves
- MBA preferred
- Experience working within bottler or franchise systems strongly preferred
Responsibilities
- RTM Strategy Development for HORECA & Local Markets
- Integration with National Food Distributors & eB2B RTM
- Identification of New RTM Models & Best Practices (local FSOP & HORECA Focus)
- RTM Capability Building for Fragmented & Local Channels
Benefits
- Iconic Brand Experience: Join the team behind the world's most recognized brand and play a pivotal role in shaping its next chapter. Your contributions will resonate globally as you drive transformative, innovative projects.
- Leadership Exposure: Engage with world-class leaders and gain unparalleled access to a network of influential global marketing experts, providing you with insights into emerging digital platforms and cutting-edge marketing strategies.
- Continuous Learning and Development: Thrive in a culture that cherishes lifelong learning. Access resources like Coke University and LinkedIn Learning, as well as bespoke management programs that are designed to enrich your professional growth and expand your expertise.
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What This Job Offers
Job Type
Full-time
Career Level
Director
