IMU Digital RTM Manager

Accenture services Pvt Ltd; Delhi; Hybrid; INR 1,500,000 - 3,000,000; Full time

Job summary

Accenture services Pvt Ltd is seeking a Route-To-Market (RTM) Manager in Delhi. This role involves driving end-to-end sales transformation by optimizing strategies, processes, and technologies. The ideal candidate has a background in consulting or leading FMCG companies, experiences in channel sales, e-commerce, and trade marketing, and demonstrates strong commercial acumen. Responsibilities include developing RTM playbooks, managing projects, and building capabilities for client sales teams.

Qualifications

• Experience in designing or transforming end-to-end sales organizations.
• Strong proficiency in data analysis and reporting tools.
• Deep understanding of distribution systems and retail execution.

Responsibilities

• Lead end-to-end RTM transformation projects across distribution and trade strategy.
• Develop RTM playbooks and sales frameworks tailored to client’s markets.
• Design capability-building programs for sales teams.

Skills

Sales transformation expertise

Demand generation

Commercial acumen

Strategic recommendations

Stakeholder management

Tools

Excel

PowerPoint

Power BI

Tableau

Monday.com

Job description

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

Location: Delhi/Mumbai