BAT is evolving at pace into a global multi-category business. Our purpose is to create A Better Tomorrow™ by Building a Smokeless World.
To achieve our ambition, we are looking for colleagues who are ready to join us on this journey! Tomorrow can’t wait, let’s shape it together!
What are the key objectives and expectations from this role?
The RTM / Channel Development Manager is responsible for driving the development, deployment and continuous improvement of Route to Market (RTM), Trade Service Model (TSM) and Trade Marketing & Distribution (TM&D) capabilities to deliver execution excellence and sustainable multi‑category growth across APMEA North markets.
The role contributes to enabling and shaping commercial transformation by unlocking channel growth opportunities, strengthening field execution effectiveness and building scalable commercial capabilities across markets. The role is accountable for translating strategic direction into operational programs, standards and capability‑building initiatives.
- Trade Service Model (TSM) & TM&D
- Lead the development, deployment and continuous evolution of the Trade Service Model (TSM) to drive productivity, effectiveness and efficiency.
- Define, oversee and govern TM&D performance KPIs
- Translate performance insights into clear, prioritized action plans and execution standards.
- Partner with Commercial and Sales leadership to embed TM&D execution excellence and Ways of Working (WoW) across commercial operations.
- Oversee retail census, retail data collection and retail classification frameworks, ensuring high data quality and effective use to drive the performance.
- Route to Market & Channel Development
- Own the development and execution of RTM and channel strategies.
- Identify channel‑specific growth opportunities, structural gaps and capability needs. Translate them into actionable plans.
- Lead the generation of insights and recommendations based on KPIs, performance and field feedback.
- Govern the design, deployment and evaluation of RTM and channel pilots. Lead the scale‑up of successful models.
- TM&D Transformation & Capability Building
- Lead TM&D transformation initiatives linked to RTM, Trade Marketing and channels development.
- Drive the delivery of commercial transformation programs, ensuring alignment with global and area strategic priorities.
- Ensure continuous evaluation and automation of TM&D tools and mechanisms to improve execution effectiveness and commercial impact.
- Define and enforce TM&D standards, tools, processes, systems and performance KPIs across markets.
- Act as a capability owner, identifying RTM and TM&D capability gaps and driving structured capability‑building plans across markets.
- Standardize and implement best practices in TM&D and Field execution across markets.
- Own the design and deployment of people skills capability‑building and motivation programs for commercial teams
- Lead change management, communication and adoption of new RTM, TSM and TM&D initiatives.
EXPERIENCE, SKILLS, KNOWLEDGE
ESSENTIAL
Experience Required
- Experience in Trade Marketing, Sales, RTM, or Channel Development roles.
- Minimum 5 years of TM&D experience within the FMCG environment.
- Proven experience in Trade operations management and Trade Service Model (TSM) development.
- Experience in TM&D transformation projects, RTM and TM&D capability building.
- Strong strategic planning, analytical and problem‑solving capabilities.
- Solid commercial acumen,strong project management and leadership capabilities.
- Proven ability to lead change and influence stakeholders in complex environments.
- People leadership and talent development
- High level of proficiency in analytics and digital tools, including Power BI
Education / Qualifications / Certifications Required
BENEFICIAL
- Trade activation experience
What we offer you?
- We offer a market leading annual performance bonus (subject to eligibility)
- Our range of benefits varies by country and includes diverse health plans, initiatives for work-life balance, transportation support, and a flexible holiday plan with additional incentives
- Your journey with us isn't limited by boundaries; it's propelled by your aspirations. Join us at BAT and become a part of an environment that thrives on internal advancement, where your career progression isn't just a statement – it's a reality we're eager to build together. Seize the opportunity and own your development; your next chapter starts here.
- You'll have access to online learning platforms and personalized growth programs to nurture your leadership skills
- We prioritise continuous improvement within a transformative environment, preparing for ongoing changes
WHY JOIN BAT?
We’re one of the few companies named as a Global Top Employer by the Top Employers Institute – certified in offering excellent employee conditions.
Collaboration, inclusion and partnership underpin everything we do here at BAT. We are looking forward to enabling every individual to thrive, regardless of gender, sexual orientation, marital or civil partnership status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, skills, experience, education, socio-economic and professional background, veteran status, perspectives and thinking styles. We know that embracing talent from all backgrounds is what makes us stronger and best prepared to meet our business goals.
We see the career breaks as opportunities not obstacles. Through The Global Returners program, we support professionals looking to restart their careers after an extended absence from the workforce (e.g. time out caring for family, parental leave, national service, sabbatical and/or starting an own venture).
Come bring your difference and see what is possible for you at BAT. Learn more about our culture and our award winning employee experience here.
If you require any reasonable adjustments or accommodations to help you perform at your best during the recruitment process, you are encouraged to notify us. We are fully committed to support you by making appropriate arrangements for you to demonstrate your full potential.
