Sr Director Transformation

CONA Services•Charlotte, NC

1d•Onsite

About The Position

The Senior Director, Transformation is a senior strategic leader responsible for defining, optimizing, and transforming the end-to-end route-to-market (RTM) model across Sales, Service, and Field Operations. This role will build and steer the enterprise vision for how the organization sells, services, and delivers to customers—ensuring RTM capabilities, tools, and processes are modernized, scalable, and aligned to growth, efficiency, and customer experience goals. Operating as a key enterprise connector, this leader partners closely with Capabilities, Customer Excellence, and Enterprise Operational Excellence teams to align transformation initiatives, define project scopes, and ensure cohesive, cross-functional execution. The role also collaborates externally across the broader system to identify innovation and drive consistency where strategic. This role requires deep experience leading RTM transformation within a dynamic, fast-paced consumer packaged goods (CPG) or direct-store-delivery (DSD) environment, including strategic design, capability development, change leadership, and field execution.

Requirements

7-10 years of progressive leadership experience within CPG, beverage, DSD, distribution, or field-based operations.
Deep expertise in Route-to-Market strategy, customer operations, sales operations, service models, or commercial transformation.
Proven ability to lead complex, enterprise-scale transformation initiatives with significant cross-functional dependencies.
Strong understanding of field selling, delivery, merchandising, and customer behavior within a DSD or CPG model.
Demonstrated ability to influence senior executives and field operators, driving alignment across diverse stakeholder groups.
Experience leading and developing large teams and high-performing project groups.
High School Diploma or GED

Nice To Haves

Bachelor’s degree preferred
Experience partnering with Operational Excellence or Process Improvement teams.
Background working with or across large bottling networks, franchise systems, or multi-location distribution organizations.
Experience with analytics, digital tools, and mobility solutions supporting RTM transformation.

Responsibilities

Own and lead the Sales & Service RTM transformation strategy, roadmaps, and multiyear plans—ensuring alignment with enterprise goals for growth, efficiency, and customer satisfaction.
Define the future-state selling and service model, including customer segmentation, route economics, coverage models, merchandising and service design, and channel strategies.
Evaluate industry trends, competitive practices, and emerging technologies to shape the RTM vision and drive continuous innovation.
Partner with Capabilities and Customer Excellence teams to align commercial initiatives, sales processes, field execution standards, and technology-enabled capabilities.
Work closely with the Enterprise Operational Excellence team to define, prioritize, and manage RTM-related transformation projects—ensuring strong governance, rigorous performance management, and measurable outcomes.
Align Sales, Service, Supply Chain, Finance, Digital/IT, and other stakeholders on RTM decisions, ensuring enterprise-wide consistency and adoption.
Oversee strategy and development of processes that support selling, ordering, delivery, merchandising, and service execution.
Conduct gap analyses and implement improvements to drive operational efficiency, route optimization, workforce productivity, customer experience, and cost-to-serve improvements.
Lead the organization’s engagement with internal and external partners to drive synergy, shared learnings, and system-wide advancement.
Build, lead, and develop a high-performing team of transformation experts, problem-solvers, project managers, and field-facing change leaders.
Serve as a visible ambassador of transformation—communicating goals, progress, risks, and priorities to executives, field leadership, and cross-functional partners.
Implement structured change management programs to ensure adoption of new processes, tools, and capabilities across all customer and field-facing teams.
Partner with the BI team to develop metrics, dashboards and review processes to measure RTM performance, transformation progress, and financial impact.
Analyze customer, operational, and financial data to identify challenges and opportunities—using insights to refine strategy and guide investments.
Champion continuous improvement principles across Sales & Service operations, embedding best practices into daily execution.