ROUTE TO MARKET PROJECT LEAD

Carlsberg Horeca S.R.L.; San Donato Milanese; On-site; EUR 52,000 - 57,000; Full time

Benefits offered by this job

Smartworking - 2 days/week

Ticket restaurant

Job summary

Carlsberg Horeca S.R.L. is looking for a Business Development talent to lead strategic initiatives in Italy, focusing on commercial transformation and Route to Market optimization. The ideal candidate will have 5/6 years in Business Development or strategy consulting, a degree in Economics or Engineering, and fluency in Italian and English.

This role involves working closely with multiple functions to enhance execution effectiveness and improve analytical capabilities. Benefits include smartworking and restaurant tickets.

Qualifications

• 5/6 years of experience in Business Development, Sales, or strategy consulting.
• Strong understanding of commercial and distribution dynamics in FMCG or beverage sectors.
• Experience managing complex, cross-functional projects.

Responsibilities

• Lead the design and implementation of Route to Market programs.
• Monitor RTM performance and optimize post-implementation.
• Support governance of Commercial Excellence processes.

Skills

Strategic thinking

Cross-functional leadership

Analytical mindset

Negotiation skills

Stakeholder management

Communication skills

Education

Degree in Economics or Engineering

Job description

Do you enjoy strategic and cross-functional projects, feel passionate about changes and transformation and are you a pivotal team player? And, above all, do you like beer and drinking responsibly? We are seeking someone highly motivated and business oriented to join our team! Well! Then read carefully because maybe we are looking for you.

What you’ll be doing

We are looking for a Business Development talent who will lead strategic commercial transformation initiatives in Italy, with a strong focus on Route to Market (RTM), Commercial Analytics, and Commercial Excellence.

This role will play a critical part in shaping the future commercial model of Carlsberg Italy by redesigning distribution strategies, improving execution effectiveness, strengthening analytical capabilities, and driving the adoption of key commercial processes and governance tools. You will work closely with Sales, Commercial Efficiency, Finance, People & Culture, IT and the CEEI Region.

Your activities will be focused on:

Route to Market transformation

• Lead the end-to-end design and implementation of the Route to Market (RTM) transformation program in Italy, ensuring full alignment with the company’s strategic priorities
• Support the evaluation of the current RTM model and define the TO BE
• Identify and unlock value across the distribution network by improving coverage, execution quality, cost-to-serve, and overall commercial effectiveness
• Define clear RTM guidelines, governance, and execution standards, ensuring consistent implementation across regions and channels
• Partner with Sales leadership to translate RTM strategy into actionable plans, targets, and field execution priorities
• Lead the rollout of new RTM tools, processes, and KPIs, ensuring adoption and capability building within the commercial organization
• Manage complex, cross-functional projects involving Sales, Marketing, Finance, Supply Chain, and external partners
• Act as a key interface with distributors and strategic customers, leading high-impact negotiations and aligning on new operating models
• Monitor RTM performance through defined KPIs and continuously optimize the model post-implementation
• Develop and enhance commercial dashboards and reporting tools to improve visibility on business performance and support decision-making
• Translate complex commercial data into actionable insights for Leadership teams
• Partner with commercial functions to define KPIs, reporting standards, and performance tracking methodologies
• Support the evolution of data-driven decision making across the commercial organization

Commercial Excellence & Core Processes

• Support the implementation and governance of key Commercial Excellence processes across the organization
• Contribute to the definition, monitoring, and continuous improvement of the company’s core commercial processes and routines
• Ensure consistency and alignment between RTM strategies, sales execution, and commercial planning processes
• Facilitate cross-functional alignment through structured governance and performance review mechanisms
• Support the deployment and governance of talent assessment and organizational development frameworks, including the 9-Grid methodology

What we’re looking for:

You combine strategic thinking with strong execution capabilities (from planning to delivery), leveraging data, dashboards, and structured commercial frameworks to support decision-making and accelerate business performance across channels and regions.

You act with cross-functional leadership (without direct reporting lines) and you have a structured problem solving approach, able to success in complex and evolving environments.

• Min. 5/6 years of experience in Business Development, Sales, or strategy consulting roles
• Strong understanding of commercial and distribution dynamics, preferably in FMCG/beverage
• Proven ability in managing/delivering complex, cross-functional projects
• Excellent negotiation skills and stakeholder management capabilities
• Strong results orientation and analytical mindset
• Excellent communication and presentation skills
• Degree in Economics, Engineering, or related fields
• Fluency both in Italian and English

What you can expect

We’re asking for a lot, but you’ll be well-rewarded with a strong and engaged team locally and across borders, fostering an inclusive environment, always open to challenge status quo and looking for excellence with passion and to empower people to thrive.

Workplace: Milano, via Washington.

Salary pack

Type of contract: full time, permanent, CCNL Industria Alimentare

Gross Annual Salary: between 52 and 57.000 €

Benefits: 2 days/week smartworking, ticket restaurant

Our Growth Culture

What if your own growth could spark something bigger - for your team, your community, and the world around you? What if curiosity, courage, and care weren’t just values on a poster, but the way we actually work together every day? This is the kind of culture we’re building. Explore it here CARLSBERG CULTURE

Due to General Data Protection Regulation (GDPR) we only receive applications via our applicant system.

CARLSBERG GROUP: BREWING FOR A BETTER TODAY AND TOMORROW

For us success has always been in the diverse mix of our people, our beers and our brands. At Carlsberg, we want to recruit and develop people with a global mindset, cultural understanding, and international experience to ensure that our organization stays agile, inclusive, and prepared for future growth.

Only by acknowledging and harvesting from different perspectives and experiences, will we gain competitive advantage and leverage the effect of diversity for business growth. Carlsberg aims to create equal access to opportunity regardless of social identity, and we encourage everyone to apply regardless of gender, nationality, race, religion or any other characteristics protected by law.