IMU Digital RTM Senior Manager

Accenture in India; Mumbai; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Accenture in India is seeking a Senior Manager GTM expert to drive end-to-end sales transformation for clients, with deep experience in channel sales, trade and shopper marketing. The role requires building GTM playbooks, demand-generation plans, and capability building across distribution networks.

You will lead projects spanning 5–24 months, travel extensively, and collaborate with frontline teams to unlock growth and reduce costs for major FMCG/CPG accounts.

Qualifications

• Experience in designing or transforming end-to-end sales organizations.
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Responsibilities

• Lead GTM transformation projects across distribution, in-store execution, outlet activation and trade strategy.
• Develop GTM playbooks and sales frameworks tailored to client markets and segments.
• Build demand-generation plans with client KPIs and activation campaigns.
• Collaborate with trade marketing, category and shopper teams to drive growth.

Skills

GTM Transformation

Channel Sales

Trade Marketing

Shopper Marketing

E-commerce

Sales Analytics

Stakeholder Mgmt

Tools

Excel

PowerPoint

Power BI

Tableau

Monday.com

Job description

Job Title – India Market Unit - Digital RTM

Job Title – India Market Unit - Digital RTM

Management Level – Senior 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