ROUTE TO MARKET MANAGER

Route to Market Manager

Department: Sales and Distribution

Location: HO

Asahi Breweries Europe Group is a leading brewing company with 128 years of heritage, offering premium brands like Pilsner Urquell and Asahi Super Dry across CEE.

Ursus Breweries is the largest beer producer in Romania. The brands in the Ursus Breweries portfolio are: URSUS, Timișoreana, Ciucaș, Peroni Nastro Azzurro, Kozel, Azuga, Pilsner Urquell, Asahi Super Dry. Ursus Breweries currently owns 3 breweries in Brasov, Buzau and Timisoara and a mini-brewery in Cluj-Napoca. Ursus Breweries is part of Asahi Europe & International. For more information about the company and its programs, please visit: www.ursus-breweries.ro and www.desprealcool.ro.

Ursus is made with people, and we care about our people!

Role Overview:

The Route to Market Manager is responsible for defining, developing and implementing the national Route to Market (RTM) strategy across channels and counties. The role combines strategic thinking with hands-on execution, focusing on market coverage, distributor and customer profitability, and efficient go-to-market models. This position leads a team of 4 and works closely with Sales, Trade Marketing, regional teams and external partners (distributors, key accounts, suppliers, consultants).

Responsibilities:

• Define and implement the Route to Market strategy by channel and county
• Continuously analyse and optimise the RTM business model (coverage, profitability, scenarios and alternatives)
• Develop and coordinate Joint Business Plans with distributors and key accounts
• Monitor execution of agreed plans and recommend tactical and operational adjustments (stock profiles, availability targets, territorial coverage)
• Design and roll out scalable RTM models, standards and best practices at national level
• Lead pilot projects end-to-end: design, implementation, performance tracking and optimisation
• Use market, distributor and competitor insights to support strategic decisions within the Sales & Distribution community
• Coordinate annual market analyses (distributors, logistics operators, customer satisfaction)
• Contribute actively to regional and global projects
• Lead, coach and develop the RTM team to drive performance and internal/external customer satisfaction

Requirements (must have):

• University degree
• Minimum 3 years of experience in a relevant role (RTM, Sales Strategy, Commercial Excellence, Business Intelligence or similar)
• Strong understanding of distributor business models and key cost drivers
• Excellent business analysis and data interpretation skills
• Proven project management experience in cross-functional environments
• Ability to build business cases and quantify the impact of different options
• Strong communication, influencing and stakeholder management skills
• Very good English proficiency

Requirements (nice to have):

• Experience in FMCG and/or national distribution environments
• Hands-on experience with business intelligence tools and data modelling
• Exposure to regional or global projects
• Experience in developing strategic partnerships with key customers
• Self-driven, solution-oriented mindset with a continuous improvement approach

We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are! At Ursus Breweries, part of Asahi Europe and International, we believe you can SHINE AS YOU ARE - no matter your age, gender, gender expression, race, ethnicity, sexual orientation, disabilities, religion, beliefs, citizenship, or national origin.  We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.