IMU Digital RTM Manager

Accenture in India; Mumbai; On-site; INR 2,000,000 - 3,000,000; Full time

Job summary

Accenture is seeking a Go-To-Market (GTM) Manager for its India Market Unit to drive growth and sales productivity. The role spans strategy, processes, and frontline execution with exposure to FMCG/CPG environments and digital shelf initiatives.

You will build capabilities, lead demand generation, and optimize go-to-market models across retail and consumer channels. The position requires experience with end-to-end GTM transformation, distribution systems, and collaboration with senior leaders.

Qualifications

• Experience in designing or transforming end-to-end sales organizations.
• Deep understanding of distribution systems, retail execution and channel management.
• Familiarity with eCommerce/Quick Commerce platforms and GTM models.
• Stakeholder management with senior clients across sales and marketing.

Responsibilities

• Lead end-to-end GTM transformation projects (5–24 months) across distribution and trade strategy.
• Evaluate sales organization structures, roles, territories and productivity benchmarks.
• Develop GTM playbooks, sales frameworks, and trade channel strategy for client markets.
• Build demand-generation plans with the client including KPIs and activations.
• Design capability-building programs for sales teams and frontline training.

Skills

Go-To-Market

Trade Marketing

Channel Sales

E-commerce

Sales Transformation

Excel/PowerPoint

Tools

Power BI

Tableau

Monday.com

Job description

Job Title – India Market Unit - Digital RTM

Job Title – India Market Unit - Digital RTM

Management Level – Manager

Location: Delhi/Mumbai

Job Summary: We are looking for a Go-To-Market (GTM) 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:
• General Trade / Modern Trade (supermarkets, organized retail) / Channel Sales
• Go-To-Market Transformation
• Trade / Customer / Shopper Marketing
• Brand or Product Management in top-tier FMCG / CPG companies
• E-commerce or Quick Commerce (JioMart, Blinkit, Swiggy Instamart, etc.)
• Proven track record of driving sales growth, demand generation, and/or route-to-market transformation
• Lead end-to-end GTM 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 GTM 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

What’s in-store for you?

• Learn and grow continuously: Build new skills, grow existing skills, develop new areas of expertise within functional, technical or industry areas of the business with Accenture’s unmatched 24/7 expert-curated learning boards, webinars and classroom-style training programs
• Innovate: Get access to resources that will allow you to leverage the latest technologies and bring innovation to life with the world’s most recognizable companies - Thrive and advance: Grow your career as far as your ambitions take you.
• Truly human: Bring your whole self to a company that aims to be the most diverse in the world and delivers real-time performance feedback based on your strengths, not stats