Route to Market Manager

Coca Colahellenicireland; Polska; Hybrid; PLN 396,000 - 474,000; Full time

Job summary

Coca-Cola HBC Poland is seeking an experienced Route to Market Manager to lead the development and execution of our RTM strategy at country level. You will collaborate with Commercial, Sales, Finance, Logistics and other stakeholders to identify opportunities that boost revenue, improve customer experience and optimize costs.

You will manage RTM initiatives, oversee segmentation, routing and channel development, and drive continuous improvement across the RTM framework.

Qualifications

• University degree.
• Strong Commercial and/or Sales experience.
• Minimum 8 years of managerial experience in Sales.
• Strong analytical skills to translate complex data into clear business recommendations.
• Good understanding of end-to-end customer processes including Sales, Logistics and Finance.
• Proven ability to lead cross-functional projects and deliver results within timelines.
• Strong stakeholder management and relationship-building skills.
• Advanced Excel capabilities.

Responsibilities

• Develop and implement the country Route to Market strategy in line with Group standards, local business needs and market trends.
• Identify new business opportunities, prepare business cases and translate approved opportunities into actionable RTM plans.
• Manage RTM areas including customer universe, segmentation, distribution models, routing, Time & Motion and channel development.
• Analyze commercial and operational data to identify opportunities for revenue growth, customer experience and cost optimization.
• Develop and manage the RTM KBIs dashboard and establish regular performance monitoring routines.
• Lead RTM initiatives including segmentation, routing and other operational improvement projects.
• Identify and develop new solutions related to Digital, Web Portal and Dynamic Outlet Segmentation.
• Benchmark RTM practices across markets and introduce best practices.

Skills

Commercial/Sales

Analytical skills

Stakeholder management

Excel & PowerPoint

Education

University degree

Tools

Excel

PowerPoint

Job description

We are looking for an experienced Route to Market Manager to lead the development and implementation of our Route to Market strategy at country level.

In this role, you will continuously assess market opportunities, customer needs and distribution models to identify solutions that support revenue growth, customer satisfaction and optimal cost management.

You will work closely with Commercial, Sales, Revenue Growth Management, Finance, Logistics and other key stakeholders.

KEY RESPONSIBILITIES:

• Develop and implement the country Route to Market strategy in line with Group standards, local business needs and market trends.
• Identify new business opportunities, prepare business cases and translate approved opportunities into actionable RTM plans.
• Manage key RTM areas, including Customer Universe, customer and wholesaler segmentation, distribution models, routing, Time & Motion and channel development.
• Analyze commercial and operational data to identify opportunities for revenue growth, improved customer experience and cost optimization.
• Develop and manage the RTM KBI dashboard and establish regular performance monitoring routines.
• Lead the implementation of RTM initiatives, including segmentation, routing and other operational improvement projects.
• Identify and develop new solutions related to Digital, Web Portal and Dynamic Outlet Segmentation.
• Benchmark RTM practices across markets, countries and industries and introduce relevant best practices.
• Work cross-functionally to align Commercial, Sales, Logistics, Finance, RGM and other stakeholders around short- and long-term RTM priorities.
• Develop annual and long-term RTM plans and ensure identified business opportunities are incorporated into the Business Plan and Long-Range Plan.
• Coordinate change management activities related to RTM initiatives and act as an ambassador of the RTM strategy across the organization.
• Identify capability development needs within the Commercial organization and support relevant training and development initiatives.
• Lead and develop the RTM team, set clear objectives and responsibilities, monitor performance against agreed KBIs and build a strong succession pipeline.

WHAT WE ARE LOOKING FOR:

• University degree
• Strong Commercial and/or Sales experience
• Minimum 8 years of managerial experience in Sales
• Strong analytical skills with the ability to translate complex data into clear business recommendations
• Good understanding of end-to-end customer processes, including Sales, Logistics and Finance
• Proven ability to lead cross-functional projects and deliver results within agreed timelines
• Strong stakeholder management and relationship-building skills
• High level of initiative, determination and ability to drive innovation and organizational change
• Strong leadership and people management skills.
• Very good knowledge of Excel and PowerPoint, ideally including advanced Excel capabilities

We offer competitive employment conditions. Candidates who meet the requirements can expect a monthly base gross salary from 39000 PLN. The final base pay level offered may vary depending on job-related knowledge, skills, experience, and internal equity.

At Coca-Cola HBC, we are an inclusive employer that thrives on diversity. This means our environment provides equal opportunities for all, regardless of race, color, religion, age, disability, sexual orientation, or gender identity. Join us in nurturing a culture where everyone belongs and contributes to our collective success.