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Lead the design, evolution, and governance of enterprise-level Route-to-Market (RTM) strategies and scalable frameworks. Act as the primary interface between global and regional teams to adapt best practices for the local China market.
Requires a Bachelor's degree and over 10 years of progressive experience in FMCG with a strong focus on RTM and commercial operations. Must be fluent in both English and Mandarin with a proven track record of stakeholder influence.
Manager: Senior Director, Commercial, GCM
Location: Shanghai
Role Type: Individual Contributor
Language: Fluent English & Mandarin
Relocation Provided: limited relocation available (domestic location), we encourage all GCM employees to apply to internal posting.
Please note: This role is not a fully remote position. The selected candidate will need to be based in Shanghai and follow our hybrid work setup.
Job Summary
As Director, RTM, GCM, you will lead the design, evolution, and governance of enterprise‑level RTM strategy, models, and capabilities. This role serves as the RTM thought leader for the system, defining fit‑for‑purpose RTM solutions that balance coverage, service levels, cost‑to‑serve, and execution effectiveness across channels. Positioned within the Commercial Center of Excellence, this role is accountable for building scalable RTM frameworks, standards, and playbooks, and for enabling channel RTM teams, bottlers, and franchise partners to apply them consistently in‑market. Working closely with global and regional RTM teams, you will translate global best practices into local relevance, while feeding China RTM innovations back into the broader system to continuously strengthen competitive advantage.
What You’ll Do for Us
Shape and evolve enterprise‑level RTM strategy and principles, defining clear RTM models, design logic, and decision frameworks that guide channel‑specific RTM choices.
Design and govern scalable RTM solutions, frameworks, and playbooks, ensuring consistency, discipline, and applicability across channels, bottlers, and execution environments.
Act as the RTM capability owner for the system, continuously strengthening RTM maturity through standards, tools, learning agendas, and structured ways of working.
Serve as the primary interface with global and regional RTM teams, leveraging global best practices, pilots, and innovations, and adapting them to local market needs.
Monitor RTM performance and effectiveness at system level, identifying structural gaps and opportunities, and driving continuous improvement of RTM models and governance over time.
Perform other job-related duties as assigned, in response to evolving business needs and market dynamics.
Requirements & Qualifications
Bachelor’s degree or above in Business Administration, Marketing, Finance, Economics, or related field.
10+ years of progressive experience in FMCG or similarly complex organizations, with solid exposure to RTM, commercial operations, or go‑to‑market roles across multiple channels.
Strong understanding of RTM fundamentals, including but not limited to coverage models, service levels, cost‑to‑serve, distributor management, and execution trade‑offs, with the ability to think at system and enterprise level.
Experience working closely with global or regional teams, with the capability to bring leading‑edge practices into the local market and elevate local insights into broader global lens.
Track record of cross‑functional collaboration and stakeholder influence, with the ability to break silos, challenge constructively, and enable teams to adopt common ways of working in fast‑paced environments.
Fluent in English and Mandarin, with the ability to engage senior stakeholders across functions in a fast‑paced environment.
Location(s):
ChinaCity/Cities:
ShanghaiTravel Required:
00% - 25%Relocation Provided:
NoJob Posting End Date:
June 29, 2026We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
From our roots at the counter of a local Atlanta pharmacy, to our current portfolio of more than 200 beverages, The Coca-Cola Company is one of the most globally-recognized brands in the world. Today, our lineup features beloved beverage brands, including Coca-Cola, Sprite, Fanta, smartwater, Dasani, Topo Chico, BODYARMOR, Powerade, Costa, Georgia, Goldpeak, Minute Maid, Simply, fairlife and more. The Coca-Cola Company is committed to bringing about real change – to our industry, to our local economies, and to the world around us. Through constant evolution, we continue to reimagine the way we refresh the world and make a difference. We're innovating our portfolio with products that give people more varieties that meet our consumers where they are. We're working with global partners to transform our business, and grow it in more sustainable ways. And we're providing jobs and opportunities to the local economies where our people live and work, employing 700,000 people throughout our global system alongside bottling partners. If you're a changemaker looking to make a change, come join us in our mission to refresh the world and make a difference. Learn more at: www.coca-colacompany.com/careers
Offices: One Coca-Cola Plaza, Atlanta, GA 30313, US · 20860 N Tatum Blvd, Phoenix, AZ 85050, US · 60 Deans Rhode Hall Rd, Monmouth Junction, NJ 08852, US · 1150 Sanctuary Pkwy, Alpharetta, GA 30009, US · 15 Westcreek Blvd, Brampton, ON L6T 5T4, CA
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