Job Title – IMU Digital RTM Manager

Management Level: 07 – Manager

Location: Delhi/Mumbai

• Job Summary:
  We are looking for a Route-To-Market (RTM) Manager to join our high-impact team that partners with clients to solve critical growth and sales productivity challenges. The ideal candidate comes with a background in consulting (Big 4) or leading FMCG companies and brings expertise in end-to-end sales transformation, including strategy, processes, technology, and frontline execution. This role involves building capabilities for client sales teams, driving demand generation, and optimizing go-to-market models to unlock growth and reduce costs.
  
  Roles & Responsibilities:
• Experience in one or more of the following roles/functions:
  • Channel Sales / General Trade / Modern Trade (supermarkets, organized retail)
  • E-commerce or Quick Commerce (JioMart, Blinkit, Swiggy Instamart, etc.)
  • Trade / Customer / Shopper Marketing
  • Brand or Product Management in top-tier FMCG / CPG companies
• Proven track record of driving sales growth, demand generation, and/or route-to-market transformation
• Lead end-to-end RTM transformation projects (ranging 5–24 months), across distribution, in-store execution, outlet activation, and trade strategy
• Evaluate existing sales organization structures, roles, territories, and productivity benchmarks
• Develop RTM playbooks, sales frameworks, and trade channel strategy tailored to client’s markets and customer segments
• Build demand-generation plans with the client — including sales KPIs, activation campaigns, and outlet targeting
• Design and implement capability-building programs for sales teams (tools, training, metrics)
• Strong commercial acumen with a good understanding of field realities (store-level execution, outlet coverage, merchandising, etc.)
• Extensive travelling to understand markets, assess execution, and engage with frontline teams

Professional & Technical Skills:

• Experience in designing or transforming end-to-end sales organizations
• Deep understanding of distribution systems, retail execution, and channel/channel partner management
• Familiarity with eCommerce/Quick Commerce platforms and how to drive digital shelf growth
• Experience working with or alongside trade marketing, category management, or shopper teams
• Knowledge of how sales capability, training programs, and incentive structures impact frontline performance
• Strong proficiency in Excel/PowerPoint; familiarity with analytics and project tracking tools (e.g., Power BI, Tableau, Monday.com, etc.)
• Ability to synthesize insights from market visits and frontline shadowing into strategic recommendations
• Strong stakeholder management with senior clients across sales, marketing, and business leadership

Additional Information: NA
 

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