RTM & Commercial Performance Lead

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Global Travel Retail is a strategic channel that follows our consumers whenever and wherever they travel. With a volume of more than 13bn sticks planned for 2026, we are the fastest-growing JTI market year to date with a presence in more than 160 markets. We also play a critical role in supporting GFB’s brand equity building and Ploom Geo expansion.

We are one of the most diverse teams within JTI, with 220 employees from 41 nationalities spread across more than 29 locations and 6 Regional Hubs.

Route to Market Commercial Performance Lead

The RTM & Commercial Performance Lead exists to lead the development, governance, and deployment of Global Travel Retail’s Route-to-Market strategy, ensuring that RTM models, distributor partnerships, and channel execution are translated into measurable commercial performance and profitable growth. The position is accountable for strengthening distributor economics, channel profitability, RTM cost-to-serve, and performance management, while working within a cross-functional operating model with Sales, Finance, Logistics, Marketing, and market teams.

The role provides commercial leadership and expertise to GTR markets by connecting RTM strategy, distributor management, sales planning, financial validation, logistics feasibility, and market execution. Its objective is to improve RTM effectiveness, optimize distributor and channel performance, support efficient RRP rollout models, and enable better business decisions through robust governance, KPIs, analytics, and cross-functional alignment

Position:

RTM Strategy, Governance & Operating Model

• Lead the creation, deployment, and continuous improvement of GTR’s Route-to-Market strategy, governance framework, and operating standards to ensure effective market execution, stronger decision-making, and alignment with business growth priorities. The role should move beyond strategy definition and coordination into clear commercial ownership of RTM performance.
• Provide actionable insights based on market data, distributor performance, route effectiveness, field evaluation, sales force capability, and RTM analytics to identify growth opportunities, risks, and improvement actions. Support sales teams with RTM performance reviews, coverage optimization, route evaluation, and business development scenarios that improve territory coverage and commercial execution.

Distributor  & Commercial Partnership Management

• Own and drive distributor performance management through KPI definition, tracking, commercial reviews, remuneration frameworks, service quality, stock management, availability, reporting accuracy, trade margins, and contract-related performance inputs. Build effective working relationships with distributor management and support stronger commercial engagement across operational and back-office teams.

Channel Profitability, Distributor Economics & Cost-to-Serve

• Lead the optimization of distributor economics, channel profitability, trade spend, distributor fees, RTM cost-to-serve, and related financial performance indicators, in close partnership with Finance and Logistics. The role should support end-to-end decision-making across revenue, cost, margin, and execution, ensuring RTM decisions are anchored in commercial and financial accountability.

Cross-Functional Transformation & Execution Excellence

• Lead and coordinate cross-functional RTM and commercial performance initiatives involving Sales, Finance, Logistics, Marketing, and market teams, with a focus on execution standards, RRP rollout models, distributor restructuring, channel profitability optimization, and efficiency improvements. Establish strong governance forums and escalation mechanisms to ensure initiatives are implemented, monitored, and translated into measurable business impact.

Requirements:

• University degree or equivalent (required)
• 5+ years of experience in sales, distribution, trade marketing, channel management, or commercial planning within FMCG. Travel Retail experience is a plus.
• Strong understanding of distributor management, trade economics, pricing, and sales performance drivers.
• Excellent analytical skills with the ability to turn insights into action.
• Proven ability to influence stakeholders and lead cross-functional initiatives.
• Advanced proficiency in Excel, Power BI, PowerPoint, and other business intelligence tools. Fluent English (required)
• Other languages are a plus.

What to expect:    

Expect well-being initiatives, flexible work arrangements, growth opportunities, and excellent benefits, including a unique family leave policy. For more details on local policies, speak with the Talent Expert.  

Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps:

After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.

At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.