ROUTE TO MARKET PROJECT LEAD
Pubblicato il 07-08-2026 - Altro in Turbigo
What You'll Be Doing
We are looking for a Business Development talent who will lead strategic commercial transformation initiatives in Italy, with a strong focus on Route to Market (RTM), Commercial Analytics, and Commercial Excellence. This role will play a critical part in shaping the future commercial model of Carlsberg Italy by redesigning distribution strategies, improving execution effectiveness, strengthening analytical capabilities, and driving the adoption of key commercial processes and governance tools. You will work closely with Sales, Commercial Efficiency, Finance, People & Culture, IT and the CEEI Region.
Route to Market transformation
Lead the end-to-end design and implementation of the Route to Market (RTM) transformation program in Italy, ensuring full alignment with the company's strategic priorities
Support the evaluation of the current RTM model and define the TO BE
Identify and unlock value across the distribution network by improving coverage, execution quality, cost-to-serve, and overall commercial effectiveness
Define clear RTM guidelines, governance, and execution standards, ensuring consistent implementation across regions and channels
Partner with Sales leadership to translate RTM strategy into actionable plans, targets, and field execution priorities
Lead the rollout of new RTM tools, processes, and KPIs, ensuring adoption and capability building within the commercial organization
Manage complex, cross‑functional projects involving Sales, Marketing, Finance, Supply Chain, and external partners
Act as a key interface with distributors and strategic customers, leading high‑impact negotiations and aligning on new operating models
Monitor RTM performance through defined KPIs and continuously optimize the model post‑implementation
Commercial Analytics & Dashboarding
Develop and enhance commercial dashboards and reporting tools to improve visibility on business performance and support decision‑making
Translate complex commercial data into actionable insights for Leadership teams
Partner with commercial functions to define KPIs, reporting standards, and performance tracking methodologies
Support the evolution of data‑driven decision making across the commercial organization
Commercial Excellence & Core Processes
Support the implementation and governance of key Commercial Excellence processes across the organization
Contribute to the definition, monitoring, and continuous improvement of the company's core commercial processes and routines
Ensure consistency and alignment between RTM strategies, sales execution, and commercial planning processes
Facilitate cross‑functional alignment through structured governance and performance review mechanisms
Support the deployment and governance of talent assessment and organizational development frameworks, including the 9‑Grid methodology
What We're Looking For
You combine strategic thinking with strong execution capabilities (from planning to delivery),
leveraging data, dashboards, and structured commercial frameworks to support decision‑making and accelerate business performance across channels and regions. You act with cross‑functional leadership (without direct reporting lines) and have a structured problem‑solving approach, able to succeed in complex and evolving environments.
Min. 5/6 years of experience in Business Development, Sales, or strategy consulting roles
Strong understanding of commercial and distribution dynamics, preferably in FMCG/beverage
Proven ability in managing/delivering complex, cross‑functional projects
Excellent negotiation skills and stakeholder management capabilities
Strong results orientation and analytical mindset
Excellent communication and presentation skills
Degree in Economics, Engineering, or related fields
Fluency both in Italian and English
What You Can Expect
We’re asking for a lot, but you’ll be well‑rewarded with a strong and engaged team locally and across borders, fostering an inclusive environment, always open to challenge status quo and looking for excellence with passion and to empower people to thrive.
Workplace : Milano, via Washington.
Salary Pack
Type of contract : full time, permanent, CCNL Industria Alimentare
Gross Annual Salary : between €52,000 and €57,000
Benefits : 2 days/week smartworking, buoni pasto
Equal Opportunity : Carlsberg aims to create equal access to opportunity regardless of social identity, and we encourage everyone to apply regardless of gender, nationality, race, religion or any other characteristics protected by law.
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