IMU Digital RTM Senior Manager

8100 ASOL-IDB-Mumbai Company; Mumbai; On-site; INR 3,000,000 - 5,000,000; Full time

Job summary

Accenture in India seeks a Route-To-Market Senior Manager to lead end-to-end RTM transformations, drive sales growth and optimize go-to-market models across Delhi and Mumbai.

The role requires experience in consulting or leading FMCG/CPG, with proficiency in distribution systems, trade marketing, and digital shelf growth. Travel will be extensive to assess markets and engage frontline teams.

Qualifications

• 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)
• 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

Responsibilities

• Lead end-to-end RTM transformation projects (ranging 5–24 months), across distribution, in-store execution, outlet activation, and trade strategy.
• 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.

Job description

Job Title – IMU Digital RTM Senior Manager

Management Level: 06 – Senior Manager

Location: Delhi/Mumbai

Job Summary: We are looking for a Route-To-Market (RTM) Senior 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

About Our Company | Accenture

Experience: Minimum 14 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.

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