GTM Head - FMCG

Function: Sales & Distribution

Experience: 8 - 15 years

Education: MBA - Sales & Marketing

Industry: FMCG / FMCD / Start-ups

About the Role:

We are looking for a GTM Head - FMCG to lead national Go-To-Market, sales development and sales transformation initiatives for a large-scale consumer business.

The role will drive distribution expansion, market penetration, channel productivity, sales excellence and sales-force effectiveness across Urban and Rural India.

Key Responsibilities:

- Develop and execute national GTM and sales development strategies aligned with business growth objectives.

- Design and implement GTM models to improve market coverage, distribution, penetration and outlet productivity.

- Drive sales transformation through data analytics, technology, SFA and process excellence.

- Lead initiatives around sales productivity, assortment, spend effectiveness, manpower deployment and sales reporting.

- Drive sales excellence and in-store execution through market, consumer and shopper insights.

- Develop and implement strategies across Urban & Rural India to bridge distribution and outlet gaps.

- Drive trade engagement and channel development initiatives at national/regional levels.

- Partner with leadership and cross-functional teams on sales transformation, analytics, technology and capability-building.

- Strengthen sales-force capability through hiring, training, performance management, incentives and KPI tracking.

- Identify opportunities to improve sales productivity, cost efficiency and overall GTM effectiveness.

Candidate Profile:

This is a highly specific mandate. Please share your profile only if you closely match the core criteria below. Profiles that do not meet the key requirements may not be considered.

- 8 - 15 years of relevant experience in FMCG / FMCD / Consumer / Start-up environments.

- MBA / PGDM, preferably in Sales & Marketing.

- Strong experience in GTM / Sales Strategy / Sales Excellence / Sales Transformation.

- Proven experience in developing and executing national-level GTM and sales strategies.

- Strong understanding of distribution, channel development, market penetration and sales productivity.

- Experience across Urban & Rural markets is strongly preferred.

- Experience in Consumer Care / Personal Care or closely related categories will be preferred.

- Strong exposure to Sales Force Automation, Sales Analytics and technology-led sales transformation.

- Demonstrated ability to lead cross-functional teams and drive large-scale sales initiatives.

Core Competencies:

GTM Strategy | Sales Development | Distribution & Channel Management | Sales Transformation | Sales Excellence | Sales Analytics | SFA / Sales Technology | Trade Marketing | Consumer & Market Understanding | Sales Capability Development | Commercial Acumen

Note: Please apply/share your profile only if this is an exact or very close match to your experience.