Director, Channel&Route-to-Market Strategy, Clichy

Join BIC World, a community of brands dedicated to creating ingeniously simple and joyful products that have been part of hearts and homes for over 75 years. We are committed to growing our iconic and innovative brands by reimagining everyday essentials in new, sustainable, and responsible ways.

Role Purpose The Head of Channel&Route-to-Market Strategy defines and drives the global channel architecture, distributor models, and commercial policies that enable profitable growth across International Markets. This role ensures that each market operates with a clear, scalable route-to-market model aligned to its archetype (Developed, Developing, White Space, Turnaround), while empowering local teams to execute effectively. The position defines the HOW of channel strategy— markets own the DO.

Key Responsibilities

Channel Architecture&Strategy

Define global channel segmentation and architecture frameworks across International Markets.

Develop archetype-based route-to-market playbooks.

Clarify channel roles (Modern Trade, Traditional Trade, Distributors, eCommerce, Emerging Channels).

Ensure clear channel prioritization by market archetype.

Distributor Model&Governance

Define global distributor segmentation standards and performance expectations.

Establish distributor selection, evaluation, and exit frameworks.

Develop capability standards for distributor management.

Partner with Legal and Compliance where required for contractual frameworks.

Commercial Policy&Guardrails

Define global commercial policy principles (discount structures, trade terms logic, escalation governance).

Establish pricing corridors and channel guardrails in partnership with RGM.

Ensure consistency while allowing structured local flexibility.

Archetype Deployment

Translate corporate strategy into archetype-based channel strategies.

Identify priority markets within each archetype for focused enablement.

Ensure frameworks are practical and scalable.

Partner with Regional GMs to support activation and adoption.

Performance&Continuous Improvement

Define KPIs for channel performance and distributor effectiveness.

Partner with Performance Management to track execution.

Lead periodic RTM reviews across markets.

Capture best practices and scale learnings.

Key Interfaces

International GMs and Country Leaders

Revenue Growth Management (RGM)

Digital Commerce&Media

Performance Management

Legal&Compliance

Finance

Category Teams

Success Metrics

Channel profitability improvement by archetype

Distributor performance scorecard adoption

Reduction in commercial policy deviations

Increased speed of RTM deployment in priority markets

Market satisfaction score (clarity&usability of frameworks)

Profile&Experience

12–15+ years commercial experience in FMCG or similar multi-market environment

Deep expertise in route-to-market design and distributor management

Experience across developed and developing markets

Strong strategic thinking with executional pragmatism

Financial acumen (P&L, trade terms, margin architecture)

Proven ability to influence senior stakeholders across regions

Leadership Capabilities

Strategic clarity with operational discipline

Strong cross-functional collaboration

Ability to balance global standardization and local flexibility

Structured, data-driven decision-making

High credibility with GMs and commercial leaders

Why This Role Matters This role ensures that International Markets operate with clear, scalable, and profitable channel models— reducing complexity, strengthening governance, and enabling sustainable growth across archetypes.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

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