Sr Director Transformation

The Senior Director, Transformation is a senior strategic leader responsible for defining, optimizing, and transforming the end-to-end route-to-market (RTM) model across Sales, Service, and Field Operations. This role will build and steer the enterprise vision for how the organization sells, services, and delivers to customers-ensuring RTM capabilities, tools, and processes are modernized, scalable, and aligned to growth, efficiency, and customer experience goals.

Operating as a key enterprise connector, this leader partners closely with Capabilities, Customer Excellence, and Enterprise Operational Excellence teams to align transformation initiatives, define project scopes, and ensure cohesive, cross-functional execution. The role also collaborates externally across the broader system to identify innovation and drive consistency where strategic.

This role requires deep experience leading RTM transformation within a dynamic, fast-paced consumer packaged goods (CPG) or direct-store-delivery (DSD) environment, including strategic design, capability development, change leadership, and field execution.

Strategic Leadership & Transformation

• Own and lead the Sales & Service RTM transformation strategy, roadmaps, and multiyear plans-ensuring alignment with enterprise goals for growth, efficiency, and customer satisfaction.
• Define the future-state selling and service model, including customer segmentation, route economics, coverage models, merchandising and service design, and channel strategies.
• Evaluate industry trends, competitive practices, and emerging technologies to shape the RTM vision and drive continuous innovation.

Cross-Functional Collaboration & Alignment

• Partner with Capabilities and Customer Excellence teams to align commercial initiatives, sales processes, field execution standards, and technology-enabled capabilities.
• Work closely with the Enterprise Operational Excellence team to define, prioritize, and manage RTM-related transformation projects-ensuring strong governance, rigorous performance management, and measurable outcomes.
• Align Sales, Service, Supply Chain, Finance, Digital/IT, and other stakeholders on RTM decisions, ensuring enterprise-wide consistency and adoption.

Route-to-Market Tools, Processes & System Leadership

• Oversee strategy and development of processes that support selling, ordering, delivery, merchandising, and service execution.
• Conduct gap analyses and implement improvements to drive operational efficiency, route optimization, workforce productivity, customer experience, and cost-to-serve improvements.
• Lead the organization's engagement with internal and external partners to drive synergy, shared learnings, and system-wide advancement.

Organizational Leadership & Change Management

• Build, lead, and develop a high-performing team of transformation experts, problem-solvers, project managers, and field-facing change leaders.
• Serve as a visible ambassador of transformation-communicating goals, progress, risks, and priorities to executives, field leadership, and cross-functional partners.
• Implement structured change management programs to ensure adoption of new processes, tools, and capabilities across all customer and field-facing teams.

Performance, Insights & Continuous Improvement

• Parter with the BI team to develop metrics, dashboards and review processes to measure RTM performance, transformation progress, and financial impact.
• Analyze customer, operational, and financial data to identify challenges and opportunities-using insights to refine strategy and guide investments.
• Champion continuous improvement principles across Sales & Service operations, embedding best practices into daily execution.

• 7-10 years of progressive leadership experience within CPG, beverage, DSD, distribution, or field-based operations.
• Deep expertise in Route-to-Market strategy, customer operations, sales operations, service models, or commercial transformation.
• Proven ability to lead complex, enterprise-scale transformation initiatives with significant cross-functional dependencies.
• Strong understanding of field selling, delivery, merchandising, and customer behavior within a DSD or CPG model.
• Demonstrated ability to influence senior executives and field operators, driving alignment across diverse stakeholder groups.
• Experience leading and developing large teams and high-performing project groups.

• High School Diploma or GED

• Bachelor's degree preferred
• Experience partnering with Operational Excellence or Process Improvement teams.
• Background working with or across large bottling networks, franchise systems, or multi-location distribution organizations.
• Experience with analytics, digital tools, and mobility solutions supporting RTM transformation.

Office environment with periodic travel to field operations, customer locations, and enterprise transformation working sessions.

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