ROUTE TO MARKET PROJECT LEAD

What You'll Be Doing

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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

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• 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

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• 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

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• 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.

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• 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. xysqume

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, ticket restaurant

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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