IMU Digital RTM Manager

8100 ASOL-IDB-Mumbai Company; Mumbai; Hybrid; INR 3,000,000 - 6,000,000; Full time

Job summary

Accenture India seeks an IMU Digital RTM Manager to lead end-to-end RTM transformations, optimize distribution, and drive growth. The role focuses on strategy, processes, and frontline execution across channels, including modern and general trade and e-commerce dynamics.

Ideal candidates bring 9+ years in consulting or FMCG, MBA/PGDM, strong stakeholder management, and proficiency in analytics tools to enable data-driven go-to-market decisions. Travel across markets is expected.

Qualifications

• Minimum 9 years of experience in RTM, sales transformation, or related roles.
• MBA/PGDM from premier institutes preferred.
• Background in consulting or leading FMCG companies highly desirable.

Responsibilities

• Lead end-to-end RTM transformation projects (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.

Skills

Sales transformation

Stakeholder management

Excel

PowerPoint

Power BI

Tableau

Monday.com

MS Office

Education

MBA or PGDM

Tools

Power BI

Tableau

Excel

PowerPoint

Monday.com

Job description

Job Title – IMU Digital RTM Manager

Management Level: 07 – Manager Location: Delhi/Mumbai

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

Experience

Minimum 9 year(s) of experience is required

Educational Qualification

Master’s degree in business administration (MBA) or post graduate degree in management (PGDM) from premier institutes preferred

About Accenture

We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders, communities, and each other.

We believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best work.

At Accenture, we see well-being holistically, supporting our people’s physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We’re proud to be consistently recognized as one of the World’s Best Workplaces™.

Join Accenture to work at the heart of change. Visit us at www.accenture.com

Equal Employment Opportunity Statement

All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. Accenture is committed to providing veteran employment opportunities to our service men and women. Bring your incredible skills and join our global team of innovators. We come together from different backgrounds across the world and work with the latest technologies to create value and growth for our clients. With us, you’ll continue to learn and grow so you can advance in your career. Your personal dreams and ambitions are just as important to us; that’s why we offer support any way we can—when you thrive, we all thrive. Explore your next step at Accenture Belong. Grow. Thrive. Join a great place to work for reinventors who drive meaningful change for our clients, communities, and the world. Wo rld. Explore your next step at Accenture