Channel Development / GTM Manager

Galderma; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Galderma in Mumbai is seeking a Channel Development Manager / Go-to-Market Manager to design and execute channel and RTM strategies across the Skincare portfolio, spanning General Trade, Modern Trade, and new channels. You will translate brand and commercial objectives into channel plans that drive distribution, availability, and profitable growth.

The ideal candidate has 5–10 years in FMCG/Skincare with a strong background in sales, channel strategy, or key account management, plus experience

Qualifications

• Bachelor’s degree in business, Marketing, Economics, or related field; MBA preferred.
• 5–10 years of experience in FMCG/Skincare, with a strong background in sales, channel strategy, or key account management.
• Proven experience building or scaling go-to-market plans across multiple channels (General Trade, Modern Trade, Alternate Channel).
• Experience working with distributors and/or managing route-to-market models is a strong plus.
• Strong commercial and analytical acumen - comfortable working with sales, financial, and market-share data.

Responsibilities

• Develop and own the channel strategy and route-to-market (RTM) architecture across General Trade, Modern Trade, and alternate channels.
• Identify white-space and growth opportunities by channel, region, and customer segment through market mapping and channel audits.
• Design differentiated go-to-market models (direct distribution, distributor-led, hybrid) based on channel economics and market maturity.
• Lead new channel entry and expansion projects, including business case development, pilot design, and scale-up planning.
• Translate brand and category launch plans into channel-specific go-to-market plans, including assortment, pricing, promotions, and merchandising guidelines.
• Partner with Trade Marketing to build channel-specific sales playbooks, incentive structures, and distribution targets.
• Monitor in-market execution quality (distribution, visibility, share of shelf/voice) and course-correct plans based on field feedback.
• Act as the key liaison between Sales, Trade Marketing, Category, Supply Chain, and Finance for channel-related initiatives.
• Partner with distributors, key accounts, and channel partners to align on joint business plans (JBPs) where applicable.
• Present channel strategy and performance updates to senior leadership.
• Track channel trends, shopper behaviour shifts, and competitor channel strategies within Skincare.
• Use consumer and shopper insights (Nielsen, Kantar, internal data) to refine channel and assortment strategy.

Skills

Channel strategy

GTM execution

Cross-functional collaboration

Data-driven decision making

Distributors management

Education

Bachelor’s degree in business/Marketing/Economics

MBA preferred

Tools

Excel

PowerPoint

Nielsen/Kantar data

Job description

Channel Development / Go-to-Market (GTM) Manager

Reports To: NSM

Experience: 5–10 years in FMCG / Skincare Sales, GTM Strategy, Channel Development

About the Role

We are looking for a Channel Development Manager / Go-to-Market Manager to lead the design and execution of channel and route-to-market (RTM) strategies across Skincare Portfolio for Dermatological Skincare This role sits at the intersection of sales, marketing, and category strategy-translating brand and commercial objectives into channel-specific plans that drive distribution, availability, and profitable growth across General Trade, Modern Trade, Institution channel.

The ideal candidate is a commercially sharp, data-driven who can build channel strategy from the ground up, work cross-functionally with Sales, Marketing, Supply Chain, and Finance, and translate strategy into field-ready execution plans.

Channel & Route-to-Market Strategy

• Develop and own the channel strategy and route-to-market (RTM) architecture across General Trade, Modern Trade, and alternate/emerging channels.
• Identify white-space and growth opportunities by channel, region, and customer segment through market mapping and channel audits.
• Design differentiated go-to-market models (direct distribution, distributor-led, hybrid) based on channel economics and market maturity.
• Lead new channel entry and expansion projects, including business case development, pilot design, and scale-up planning.

Go-to-Market Execution

• Translate brand and category launch plans into channel-specific go-to-market plans, including assortment, pricing, promotions, and merchandising guidelines.
• Partner with Trade Marketing to build channel-specific sales playbooks, incentive structures, and distribution targets.
• Monitor in-market execution quality (distribution, visibility, share of shelf/voice) and course-correct plans based on field feedback.

Cross-Functional & Stakeholder Management

• Act as the key liaison between Sales, Trade Marketing, Category, Supply Chain, and Finance for channel-related initiatives.
• Partner with distributors, key accounts, and channel partners to align on joint business plans (JBPs) where applicable.
• Present channel strategy and performance updates to senior leadership.
• Track channel trends, shopper behaviour shifts, and competitor channel strategies within Skincare
• Use consumer and shopper insights (Nielsen, Kantar, internal data) to refine channel and assortment strategy.

Requirements

Experience & Education

• Bachelor’s degree in business, Marketing, Economics, or related field; MBA preferred.
• 5–10 years of experience in FMCG/Skincare, with a strong background in sales, channel strategy, or key account management.
• Proven experience building or scaling go-to-market plans across multiple channels (General Trade, Modern Trade, Alternate Channel).
• Experience working with distributors and/or managing route-to-market models is a strong plus.
• Strong commercial and analytical acumen -comfortable working with sales, financial, and market-share data.
• Demonstrated project management skills; able to lead cross-functional initiatives from strategy to execution.
• Excellent stakeholder management and influencing skills, including with senior leadership and external partners.
• Proficiency in Excel/PowerPoint; familiarity with Nielsen/Kantar or similar market data tools is a plus.
• Strong communication skills, with the ability to translate data into clear, actionable recommendations.
• Comfortable with field travel and time in market with distributors, retailers, and sales teams.