Job Purpose
New Business Development Senior RTC (Route to Consumer) Manager (North) is responsible for shaping, implementing, and continuously optimizing the RTC agenda across the region, ensuring strong alignment with the Business Unit's integrated commercial strategy. The role bridges strategy and execution, translating enterprise ambitions into winning commercial models and frontline realities into actionable strategic recommendations.
Key Responsibilities
1.Strategy Development
- Partner with the OpCo Strategy Team & BU team to develop the BWCS (Build Winning Commercial Strategy), with a particular focus on designing and evolving a winning RTC model for the Northern region that delivers against the company's integrated commercial ambitions.
- Serve as a critical link between enterprise strategy and frontline execution, bringing a deep understanding of market dynamics, customer needs, channel evolution, and operational realities to shape strategic decisions.
- Assess external market structure trends, competitive developments from external benchmark and distribution landscape in the North. identify emerging RTC opportunities to ensure the commercial model remains future-fit and capable of driving sustainable growth.
- Contribute to broader commercial strategy discussions beyond RTC, ensuring route-to-market considerations are fully integrated into overall business planning and execution.
2.Operation & Implementation
- This including monitoring a regional team of Digital Sale (B2B & Telesale), Distributor Development Team & Sub D part, Market Execution (Sale Capabilities) & Customer Excellent to drive full RTC function at regional level with excellence execution & high-level of coordination.
- Digital Sale: Responsible for the Digital deployment including Coverage & online revenue and together with Regional RCM/ASM to share sales growth responsibility through coordination with RTC HO Functional teams to develop initiatives and campaigns tailor-made with local business background & insights.
- Distributor & Sub D Management: Responsible to deploy all initiatives & strategies on distributor managements and Distributor of Future project (DOF).
- Spearhead the implementation of the Salesforce Of the Future (SOF) within the assigned Business Unit (BU), driving transformative enhancements in sales capabilities and competencies to ensure the sales force is perpetually prepared and disciplined in their operations. Translate Sales Capability strategic objectives into actionable execution plans, ensuring alignment and seamless integration across all levels.
- Customer Excellence: Responsible for BU's customer Excellence through addressing Customers (Distributor, Outlets, Sale Force) needs and issues.
Position profile
Experience / skills required:
- 5+ years of operative commercial experience
Functional Competencies:
- Category, Portfolio & Brand Understanding
- Channel, Competitor and Shopper Understanding & Insights
- Customer at the Centre
- Route to Market Strategy & Understanding
- Channel & Customer Development
- Distributor Development
- Sales Performance Management
- Selling & Negotiation
- Excellence in Execution
- Change Management
- Project Management
- Digital Savviness
- Communication
- Active Listening
- Leadership Skills
- Problem Solving/Decision taking
- Resilience and Adaptability
- Stakeholder Management
