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Careers at Bacardi

Regional RTM Manager

Job Name

Regional RTM Manager


South Africa


Cape Town



Reporting Line:

Head of RTM SA

Job type:

Full time

Lead recruiter:

Amy Geng

About the role

This is an amazing opportunity to be part of the South Africa commercial team as Sales Representative. Your principal role will be to build brand legacy and help in building and developing business in the market. 

As the Sales Representative, you will be managing sales for Bacardi portfolio in the market. You will play a key role in building brand equity by leading and motivating the external distributors team. You will be responsible for optimizing best execution of local marketing mix in line with the brands’ global strategies.

About the Role
Take overall responsibility all Regional Customers across the various channels
Build sustainable customer partnership and ensure benchmark execution of our portfolio
Lead, develop and coach 3rd Party sales team to execute commercial activities for our Portfolio of brands via a complex Route-To-Market.
Influence business strategies and plans to leverage the Regions unique dynamics, outperforming the competition and growing market share in both value and volume in the On-Trade and Main Market. 
Accountable for the execution of the commercial strategy within the designated accounts.
Owning, developing and driving the commercial agenda with customers.


  • Lead the commercial strategy for the region, third-party sales team and relevant cross-functional teams. 
  • Deliver Regional Trade and Main Market Plans (Financials; Share of Market; Net Revenue Management) 
  • Actively contribute to the overall strategy and decision-making process.
  • Drive the highest standards of execution throughout the region. 
  • Develop strong relationships with Regional Redistributors, Main Market, ORD’s (On Trade Regional Distributors)
  • Full ownership of trade universe optimizations through management of territory resources and people to best service the region. 
  • Responsible for formulating, executing and monitoring key business processes in the form of key value driver updates, bottom-up plan, creation and budgets
  • Lead key account demand forecasting internally and externally, to ensure 100% brand availability
  • Realize Regional strategic plans, supported by consumer trend insight, customer specific objectives and innovations
  • Define, identify and successfully execute growth projects in line with regional growth trends by category
  • Providing timely and reliable (mostly quantitative) reporting / information on results and developments (market, corporate accounts, competitors etc.)
  • Coordinate with Customer Marketing to deliver an activation platform that drives sustainable brand equity and transactions
  • Work in partnership with both internal and external stakeholders to deliver a winning regional strategy 
  • Develop exemplary collaborative customer partnerships through world class account plans and joint business plans 
  • Management of profit and NSV targets – “owning the numbers”
  • Manage regional GP % per case and drive premiumization 
  • Consistent execution of a clear, simple and powerful customer / channel strategy 
  • Apply decision making based on accurate data and regional insight to drive excellence in planning, execution and KPI measurements, taking corrective action as required 
  • Drive and measure the highest standards of execution for across all channels in the region 
  • Gather shopper and category insights to support the creation of impactful category strategies and breakthrough performance 
  • Participate in S&OP process – giving Regional-specific inputs and utilizing outputs to develop accurate forecasting 
  • Monitor, evaluate and advise on volume, trends and dynamics by channel
  • Negotiations of Sales Trading Terms and Regional deals
  • Accountable for Regional Account Budgets
  • Time spent will be 30% office bound and 70% in the Trade

Skills and Experience

  • Suitable degree.  
  • Valid driver’s license
  • Experience - Minimum 3 - 5-year experience gained across commercial and other functions at management level 
  • Cross functional experience an advantage.
  •  Exposure across different channels and different levels of customer sophistication 
  • (Key Distributor, Key Accounts, Main Market, Field Sales with On Trade advantageous)
  • Track record of success in highly demanding sales organizations - FMCG/Alcoholic beverages will serve as an advantage 
  • Strong knowledge & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations and strategy development
  • Proven track record of delivering results across key performance dimensions

  • We want you to think differently; to challenge and explore; to stretch our business thinking.
  • You are passionate, driven, confident and collaborative – combining commercial acumen and creative flair and communication
  • Your entrepreneurial style will see you thrive on being the key customer contact, influencing internally and driving commercial priorities.
  • You will inspire others, bringing people along with you - coaching and building capability.
  • Do you dare to be different?
  • Are you willing to question ,challenge and innovate in pursuit of excellence

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.

Disclaimer: Bacardi is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth. The duties and responsibilities described in the role profile might not be a comprehensive list.