Senior RTC Capability Development Manager

Job Purpose

The RTC Development Manager is responsible for designing, developing, and leading/supporting the implementation of future-fit RTC models. The role plays a critical part in evolving the company’s route-to-consumer strategy through alternative and optimized distribution models, such as direct delivery, hybrid models, and alternative sub-distributor networks.

This position will work cross-functionally to translate strategic concepts into scalable, financially sound, and operationally executable RTC solutions

Key Responsibilities

New RTC Model Development & Design

• Develop and refine alternative and future RTC distribution models, including direct delivery and sub-distributor network structures, modern off trade delivery optimization
• Assess current RTC setups and identify opportunities for optimization, simplification, and scalability.
• Design end-to-end RTC concepts covering commercial, logistics, financial, and operational aspects.
•  Design territory logic and outlet ownership principles for distributors and sub-distributors within RTC models.
• Define partner role accountability frameworks to ensure clear execution ownership across regions.

2. Financial & Business Case Management

• Build and evaluate financial models and business cases for new RTC concepts.
• Assess profitability, cost-to-serve, investment requirements, and ROI for different RTC models.
• Partner with Finance to ensure financial rigor and alignment with company targets.

3. Project Management & Implementation Support

• Lead or support pilot programs and roll-outs of new RTC models.
• Manage project timelines, milestones, risks, and dependencies.
• Coordinate with key stakeholders (Sales, Supply Chain, Finance, D&T, Legal, and local teams) to ensure successful execution.
• Ensure pilot-to-scale governance, converting successful pilots into standardized national/Regional playbooks and operating frameworks.

4. Stakeholder & Market Collaboration

• Act as a key liaison between regional RTC teams and cross HO department.
• Support markets in adapting RTC concepts to local conditions while maintaining strategic consistency.
• Share best practices, learnings, and insights across markets.

5. Continuous Improvement & Capability Building

• Capture learnings from pilots and implementations to continuously improve RTC models.
• Contribute to building RTC transformation capabilities, tools, and frameworks.
• Monitor external trends and benchmark best-in-class distribution models.

Position profile

Qualifications:  University degree Masters and Bachelors, preferably in Business Management, Economics, or Marketing & Sales

Language(s): English (proficient in speaking and writing)

Experience / skills required

• Deep understanding of different RTC distribution models and trade structures.
• Strong analytical and financial acumen.
• Excellent project management and problem-solving skills.
• Ability to translate strategy into practical, executable solutions.
• Strong stakeholder management and communication skills.
• Comfortable working in ambiguous, evolving environments.
• Strong capability in territory design, coverage logic, and outlet ownership frameworks.
• Understanding of distributor and sub-distributor economics and partner performance models

Functional Competencies:

• Strong experience in RTC / distribution / commercial operations, preferably within FMCG or similar complex environments.
• Proven track record in designing and implementing distribution or business model transformations.
• Solid experience in financial analysis and business case development.
• Demonstrated project management and execution capability across cross-functional teams.
• Experience in designing or governing distributor and sub-distributor network models across multiple regions.

Others:

• Key Leadership expectations: Develops networks internally and externally, relationship building, very strong conceptual skills. Shape, Connect, Deliver crucial leadership expectations.
• Communication skills: Manages strategic relationships with several internal/external stakeholders. Clear & simple communication, proactively collaborating
• Other skills: People management, building collaborative relationships, change/project mngt, influencing

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