Director, Channel & Route-to-Market Strategy

Role Purpose
The Head of Channel & Route-to-Market Strategy defines and drives the global channel architecture, distributor models, and commercial policies that enable profitable growth across International Markets. This role ensures that each market operates with a clear, scalable route-to-market model aligned to its archetype (Developed, Developing, White Space, Turnaround), while empowering local teams to execute effectively. The position defines the HOW of channel strategy — markets own the DO.

Key Responsibilities
1. Channel Architecture & Strategy
• Define global channel segmentation and architecture frameworks across International Markets.
• Develop archetype-based route-to-market playbooks.
• Clarify channel roles (Modern Trade, Traditional Trade, Distributors, eCommerce, Emerging Channels).
• Ensure clear channel prioritization by market archetype.

2. Distributor Model & Governance
• Define global distributor segmentation standards and performance expectations.
• Establish distributor selection, evaluation, and exit frameworks.
• Develop capability standards for distributor management.
• Partner with Legal and Compliance where required for contractual frameworks.

3. Commercial Policy & Guardrails
• Define global commercial policy principles (discount structures, trade terms logic, escalation governance).
• Establish pricing corridors and channel guardrails in partnership with RGM.
• Ensure consistency while allowing structured local flexibility.

4. Archetype Deployment
• Translate corporate strategy into archetype-based channel strategies.
• Identify priority markets within each archetype for focused enablement.
• Ensure frameworks are practical and scalable.
• Partner with Regional GMs to support activation and adoption.

5. Performance & Continuous Improvement
• Define KPIs for channel performance and distributor effectiveness.
• Partner with Performance Management to track execution.
• Lead periodic RTM reviews across markets.
• Capture best practices and scale learnings.

Key Interfaces
• International GMs and Country Leaders
• Revenue Growth Management (RGM)
• Digital Commerce & Media
• Performance Management
• Legal & Compliance
• Finance
• Category Teams

Success Metrics
• Channel profitability improvement by archetype
• Distributor performance scorecard adoption
• Reduction in commercial policy deviations
• Increased speed of RTM deployment in priority markets
• Market satisfaction score (clarity & usability of frameworks)

Profile & Experience
• 12–15+ years commercial experience in FMCG or similar multi-market environment
• Deep expertise in route-to-market design and distributor management
• Experience across developed and developing markets
• Strong strategic thinking with executional pragmatism
• Financial acumen (P&L, trade terms, margin architecture)
• Proven ability to influence senior stakeholders across regions

Leadership Capabilities
• Strategic clarity with operational discipline
• Strong cross-functional collaboration
• Ability to balance global standardization and local flexibility
• Structured, data-driven decision-making
• High credibility with GMs and commercial leaders

Why This Role Matters
This role ensures that International Markets operate with clear, scalable, and profitable channel models — reducing complexity, strengthening governance, and enabling sustainable growth across archetypes.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.