We are looking for GTM Manager for FMCG company:
Roles & Responsibilities:
- Drive and sustain strategic initiatives for various market models across state markets
- Build GTM capabilities and process implementation
- Drive GTM transformation (e.g. segmented GTM for core business) and sustain the different GTM mosaic within the whole structure
- Obtain unit leadership support / buy-in on all key initiatives and resources required for the GTM transformation journey and provide in-market support for GTM transformation
- Lead and sustain sales force automation for better planning, execution, monitoring and reporting
- Execute and evaluate GTM performance distributor infrastructure - Drive distributor consolidation and distributor management process
- Generate and define GTM metrics and monitor and control distributor performance
- Ensure sales and distribution model is in line with company strategies - Drive S&D KPIs, enhance S&D infrastructure quality and development
- Devise GTM strategy to grow ND/WD - Define and fine tune based on learnings from pilots and ensure these learnings are shared amongst regional S&D managers
- Drive sales processes and set up and drive sales KPIs to ensure sales target achievement of primary and secondary sales, market coverage, SKU coverage etc
- Develop annual business plan for GTM in co-ordination with commercial and sales teams
Required Skills:
- MBA in sales and/or marketing
- Must have worked in the different sales channels (TT is highly desirable)
- 5+ years of relevant experience
- Desirable to have an experience in sales automation
- Should have an understanding of trade marketing concepts
- Experience in sales development roles at regional levels is an added advantage
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