Jockey India - Manager - Go To Market

Role Overview:

We are looking for a dynamic and execution-driven Manager GTM to lead channel-wise go-to-market strategies for the General Trade business. The role focuses on driving market expansion, strengthening distribution networks, improving secondary sales, and ensuring excellence in retail execution.

The ideal candidate should possess strong experience in distributor management, sales planning, and GTM execution within FMCG, consumer goods, or related industries.

Key Responsibilities:

GTM Strategy & Execution

- Develop and execute channel-wise GTM strategies for the General Trade business

- Drive seasonal launches, assortment planning, pricing alignment, and promotional execution

- Ensure effective rollout of trade initiatives and activation programs across markets

Distribution & Market Expansion

- Strengthen distributor performance and drive market penetration initiatives

- Expand numeric and weighted distribution across target markets

- Identify growth opportunities to improve outlet coverage and channel productivity

Sell-Through & Retail Excellence

- Drive secondary sales growth through focused retail execution strategies

- Ensure strong in-store visibility, merchandising, and availability across outlets

- Improve outlet-level productivity and retail engagement metrics

Market Intelligence & Analytics

- Monitor competition, pricing trends, retailer feedback, and market dynamics

- Analyze sales and distribution performance to identify business opportunities and risks

- Recommend actionable strategies to optimize GTM effectiveness and market share

Cross-functional Collaboration

- Partner with Sales, Marketing, Supply Chain, and Category teams to ensure seamless execution of GTM initiatives

- Coordinate with distributors and field sales teams to align business priorities and execution standards

Required Skills & Experience:

5-8 years of experience in:

- General Trade

- Distribution Management

- Sales Planning

- GTM Strategy & Execution

Strong understanding of:

- Distributor management

- MBO ecosystem

- Secondary sales management

- Retail execution practices

Proven track record of:

- Driving market expansion

- Improving distribution reach

- Enhancing sales productivity

- Strong commercial and analytical acumen with data-driven decision-making capability

- Hands-on, execution-oriented approach with ability to operate in fast-paced environments

- Excellent stakeholder management and cross-functional collaboration skills

Preferred Industry Background:

- FMCG

- Consumer Goods

- Foods & Beverages

- Retail Distribution