RTM Distribution Specialist

RTM & Distribution Performance Specialist (Route-to-Market)
📍 Madrid (Head Offices)

We are looking for a profile with strategic and analytical vision to drive the performance of the Route-to-Market (RTM) model across the distribution network. You will be the key integration point between field execution and central functions, generating insights, identifying improvement opportunities, and enabling decision-making. 🎯

As an RTM & Distribution Performance Specialist, you will drive the performance and continuous improvement of the RTM model by identifying opportunities, generating insights, and facilitating decisions. You will act as a strategic partner to the National Distribution Manager and the Distribution Area Managers. 🤝

Main responsibilities

📌 Business Analysis & Modelling
• Evaluate the distribution network in terms of segmentation, coverage, and efficiency.
• Develop workload models by routes/territories/portfolio and sales force deployment.
• Build business cases for transformation initiatives (e.g., Omnichannel, Fuel4Growth).
• Identify performance gaps by distributor and define improvement opportunities and risk mitigation actions.
• Integrate and leverage CRM data (Salesforce) and BI platforms.
• Design dashboards to monitor commercial and operational KPIs.
• Drive adoption of analytical/digital tools to improve performance tracking and control.

🎯 Strategic Support
• Support the design of account plans, incentive schemes, and distributor segmentation.
• Collaborate on defining commercial territories and route plans.
• Improve connectivity with distributors and promote a higher level of data sharing.

🤝 Cross-functional Collaboration
• Act as the link between field teams and central departments to align strategy and execution.
• Coordinate with Commercial Finance, RGM, Customer Service & Demand Planning, Trade Marketing, and Field Sales Teams.

Required ✅
• 🧠 5+ years of experience in FMCG / distribution environments.
• 📊 Proficiency in BI tools, CRM (Salesforce), and advanced Excel.
• 💰 Strong financial understanding (P&L / profitability).
• 🤝 Proven ability to influence cross-functional stakeholders and coordinate internally.

Key competencies 🌟
• Strategic and analytical thinking.
• Cross-functional communication.
• Results orientation and continuous improvement.
• Internal coordination, negotiation, and impact/influence.

• 🚀 A role with real impact on the RTM model and the distribution network: efficiency, coverage, KPIs, and continuous improvement.
• 📊 Strong exposure to analytics, automation, and tools (BI + CRM) for commercial and operational decisions.
• 🤝 Cross-functional work with field and central teams: you will learn to align strategy with execution and influence multiple stakeholders.
• 💡 Participation in transformation initiatives (e.g., omnichannel) with an end-to-end business vision.

You are motivated by FMCG environments and distribution, you enjoy turning data into decisions, and you are comfortable influencing without direct authority. 🚀

You are a particularly good fit if:
• 🧠 You have strategic and analytical thinking, with a focus on continuous improvement and results.
• 🤝 You know how to coordinate and align stakeholders from different areas (field and central).
• 📈 You are interested in performance management: identifying gaps, proposing levers, and building actionable plans.

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.

RTM & Distribution Performance Specialist (Route-to-Market)
📍 Madrid (Oficinas Centrales)

Buscamos un perfil con visión estratégica y analítica para impulsar el rendimiento del modelo Route-to-Market (RTM) a través de la red de distribución. Serás el punto de integración clave entre la ejecución en campo y las funciones centrales, generando insights, identificando oportunidades de mejora y habilitando la toma de decisiones. 🎯

Como RTM & Distribution Performance Specialist, impulsarás el rendimiento y la mejora continua del modelo RTM identificando oportunidades, generando insights y facilitando decisiones. Actuarás como partner estratégico del National Distribution Manager y de los Distribution Area Managers. 🤝

Principales responsabilidades

📌 Business Analysis & Modelling
• Evaluar la red de distribución en segmentación, cobertura y eficiencia.
• Desarrollar modelos de carga de trabajo por rutas/territorios/portfolio y despliegue de fuerza de ventas.
• Construir business cases para iniciativas de transformación (p. ej., Omnichannel, Fuel4Growth).
• Identificar gaps de performance por distribuidor y definir oportunidades de mejora y acciones de mitigación de riesgos.
• Integrar y aprovechar datos de CRM (Salesforce) y plataformas BI.
• Diseñar dashboards para monitorizar KPIs comerciales y operativos.
• Impulsar adopción de herramientas analíticas/digitales para mejorar el seguimiento y control de performance.

🎯 Strategic Support
• Apoyar el diseño de account plans, esquemas de incentivos y segmentación de distribuidores.
• Colaborar en la definición de territorios comerciales y planes de ruta.
• Mejorar conectividad con distribuidores y promover mayor nivel de data sharing.

🤝 Cross-functional Collaboration
• Ser el enlace entre equipos de campo y departamentos centrales para alinear estrategia y ejecución.
• Coordinar con Commercial Finance, RGM, Customer Service & Demand Planning, Trade Marketing y Field Sales Teams.

Imprescindible ✅
• 🧠 5+ años de experiencia en entornos FMCG / distribución.
• 📊 Dominio de herramientas BI, CRM (Salesforce) y Excel avanzado.
• 💰 Buen entendimiento financiero (P&L / rentabilidad).
• 🤝 Capacidad demostrada para influir en stakeholders cross-funcionales y coordinar internamente.

Competencias clave 🌟
• Pensamiento estratégico y analítico.
• Comunicación cross-funcional.
• Orientación a resultados y mejora continua.
• Coordinación interna, negociación e impacto/influencia.

• 🚀 Un rol con impacto real en el modelo RTM y en la red de distribución: eficiencia, cobertura, KPIs y mejora continua.
• 📊 Exposición fuerte a analítica, automatización y herramientas (BI + CRM) para decisiones comerciales y operativas.
• 🤝 Trabajo transversal con campo y central: aprenderás a alinear estrategia con ejecución y a influir en múltiples stakeholders.
• 💡 Participación en iniciativas de transformación (p. ej., omnicanalidad) con visión de negocio end-to-end.

Te motivan los entornos FMCG y la distribución, te gusta convertir datos en decisiones y te sientes cómodo/a influyendo sin autoridad directa. 🚀

Encajas especialmente si:
• 🧠 Tienes pensamiento estratégico y analítico, con foco en mejora continua y resultados.
• 🤝 Sabes coordinar y alinear stakeholders de distintas áreas (campo y central).
• 📈 Te interesa el performance management: identificar gaps, proponer palancas y construir planes accionables

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.