Route to Market Manager

At JTI we celebrate differences, and everyone truly belongs. 46,000 people from all over the world are continuously building their unique success story with us. 83% of employees feel happy working at JTI.

To make a difference with us, all you need to do is bring your human best.

What will your story be? Apply now!  

Learn more: jti.com

Route to Market Manager

The purpose of this role is to design, implement and continuously optimize the Route‑to‑Market (RTM) and Territory Approach, ensuring effective coverage, efficient resource deployment and high‑quality execution across all channels.

Reporting to the RTC & Sales Effectiveness Lead, the RTM Manager owns territory design, routing logic, coverage models and RTM efficiency, ensuring that the sales organization maximizes impact while controlling cost‑to‑serve and execution complexity.

Position:

RTM Strategy, Territory Design & Coverage Architecture

• Develop RTM/RTC strategy and define coverage targets aligned to consumer acquisition priorities, commercial objectives and channel needs.
• Define territory structures, route plans, visit frequencies and resourcing needs to achieve distribution and coverage outcomes across channels (GT, MT, WS and HORECA).
• Review and update RTM models periodically for both RMC and RRP categories as the market evolves.

Trade Segmentation & Coverage Plan Governance

• Define and govern trade segmentation principles to support coverage prioritization and resource allocation.
• Ensure coverage and execution plans align with segmentation and channel priorities through stakeholder coordination.
• Provide RTM training support to field teams to ensure consistent application of RTM principles.

RTM Efficiency & Cost‑to‑Serve Optimization

• Define and track RTM efficiency metrics such as cost per call, cost per outlet covered, cost per unit sold, and productivity per route.
• Identify opportunities to simplify routes, rebalance territories, adjust visit frequencies or redesign RTM models to improve efficiency without compromising execution quality.

Field Intelligence & RTM Continuous Improvement

• Conduct field and customer visits to assess execution quality, route effectiveness and competitor RTM practices.
• Benchmark competitor and other FMCGs RTM model regularlyc.
• Identify more efficient RTM models (including indirect distribution approaches where relevant).

Requirements:

• Minimum 3 years of experience in a Route to Market, Sales Operations, Supply Chain, or related role.
• Strong understanding of warehouse operations and logistics processes.
• Experience in managing and improving field force effectiveness.
• Knowledge of logistics processes and Route to Market (RTM) models.
• Strong analytical thinking and problem-solving skills.
• Proven project management experience with the ability to coordinate multiple initiatives simultaneously.
• Ability to work cross-functionally and collaborate with different stakeholders.
• Strong organizational and communication skills.
• Fluent English communication skills, both written and spoken.

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 Advisor.

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.