Route to Market Lead

Treasury Wine Estates; Twickenham; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A leading global wine company in Twickenham seeks a Route to Market Lead to develop and execute strategies across EMEA. The ideal candidate will manage distributor relationships, ensure market performance, and lead a high-performing team. Candidates should have strong analytical skills, experience in channel development, and hold a valid UK Driver’s License. This position offers flexible working arrangements and opportunities for career development.

Benefits

Employee product allowance

Flexible work arrangements

Global opportunities

Structured development programs

TWEforME Day

Qualifications

• Must have full UK Driver’s License.
• Experience in RTM and/or distributor management.
• Proven ability to lead people and set clear targets.

Responsibilities

• Develop and implement a robust RTM strategy.
• Manage and grow relationships with EMEA distributors.
• Create a high-performing team fostering collaboration.

Skills

Analytical skills

Cross-functional collaboration

Strategic thinking

Results-oriented

Job description

About us

Treasury Wine Estates (TWE) is one of the world’s leading wine companies. We know that it’s the thinkers, makers and doers who have the most impact as we continue to strive towards being recognised as the world’s most admired premium wine company. We are proud of our portfolio of brands that have tremendous heritage, rich quality and a reputation for excellence across the globe. From the iconic luxury of Penfolds, to the broad appeal of Lindeman’s and newer brands like 19 Crimes, we are committed to creating memorable wine experiences for our consumers.

About the Role

As Route to Market Lead, you’ll be responsible for developing and executing the Route to Market (RTM) and Distributor strategy across the EMEA region to optimize channel performance, improve market penetration, and drive sustainable growth through third-party distributors and strategic partners.

This role leads the strategic planning, people management and relationship with key stakeholders and customers across EMEA, ensuring alignment with overall commercial objectives.

Key Responsibilities Include

• Route to Market Strategy & Execution
  • Develop and implement a robust RTM strategy aligned with key brand and customers objectives and tailored to specific market needs within EMEA
  • Work closely with team members, customers and internal stakeholders to devise a strategy that sees RTM customers remain competitive vs. retail competitors and offer value for shoppers within premiumisation objectives
• Distributor Management
  • Support Distributor SBM (or equivalent) to manage and grow relationships across priority EMEA distributors with specific focus on those that offer greatest scale & presence. Demonstrate effective prioritisation with clear metrics of portfolio ambition in each market
• Commercial & People Leadership
  • Create a high performing team which attracts and retains talent and builds capability to allow TWE to be partner of choice with all priority customers and win in store/online by driving category growth. Leads from the front in all TBP people planning processes to create clear succession plans, builds capability, robust performance reviews and individual and team development
• Market Intelligence & Reporting
  • Monitor market trends, competitor activities, and regulatory changes impacting RTM & Distributors
  • Use data to inform decisions and adjust RTM & Distributor strategies
• Stakeholder Engagement
  • Manage all aspects of RTM & Distributor team including monthly meetings and all HR related tasks including managing annual leave, performance reviews etc

What We're Looking For

The ideal candidate brings strong analytical acumen, cross-functional collaboration skills, and experience in RTM and/or distributor management, channel development, and market expansion across diverse and complex markets.

Travel will also be required.

You’ll also need

• Must have full UK Driver’s License
• People leadership – setting clear targets and coaching others to achieve these objectives, holding people accountable
• Strategic thinking with hands-on execution ability
• Results-oriented with a focus on continuous improvement

What’s in it for you

At TWE, we’re bold in our ambitions and passionate about our brands. You’ll be part of a collaborative, inclusive culture with opportunities to grow, innovate, and make a real impact in one of the world\'s most dynamic wine companies.

You’ll also get

• Access to the world’s most celebrated wines through our employee product allowance
• True flexibility in determining how, when and where you work to achieve your potential
• Global opportunities across Australia & New Zealand, the US, Asia, UK/Europe
• Opportunity to build a career across multiple functions (we’re really good at doing this!)
• Structured development programs to support your health, wellbeing and career
• “TWEforME Day” – an additional day of leave each year, for you to do you

Culture

We bring our whole selves, we’re courageous and we deliver together – that’s our DNA. We’re a passionate bunch who enjoy working together, like to have fun and keep things down-to-earth. We’re brave enough and care enough to have the right conversations to get the best outcome and are famous for our can-do attitude. We’re definitely “glass half full” people and see challenges as opportunities and move with pace to achieve our goals.

Inclusion and Diversity

Just like the wide range and variety of brands in our wine portfolio, TWE embraces diversity and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin or on the basis of disability. If you require any assistance to be included in our process, please contact [e-mail], quoting the job title and reference number.

In line with the Immigration, Nationality and Asylum Act, all applicants will be expected to provide proof of eligibility to work in the UK if invited to interview.

How to apply

We do move quickly at TWE and continually review applications, so if you don’t want to miss out, apply today!