Manager Trade Marketing & Distribution Operations

Companion Placements; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Companion Placements in Mumbai is seeking a Manager Trade Marketing & Distribution Operations to bridge Sales, Brand and Channel partners, converting strategies into distribution, visibility, offtake and growth across GT, MT, E-Commerce, Q-Commerce and other channels.

The role covers channel strategy, trade marketing, promotions, distributor onboarding, routes optimization, launches, market execution and analytics to drive ROI and profitable expansion.

Qualifications

• 68 years of relevant FMCG experience.

Responsibilities

• Develop channel-wise RTM and distribution strategies.
• Define town, territory, outlet and SKU coverage plans.
• Identify distribution gaps and improve market reach and productivity.
• Develop annual/monthly channel plans and JBP plans with key customers.
• Translate brand strategy into actionable trade plans.
• Drive channel-specific activation and execution.
• Develop trade schemes, promotions and visibility programmes.
• Plan and control trade spends with clear ROI measurement.
• Ensure investments drive incremental sales and offtake.
• Plan distributor onboarding, productivity, ROI, inventory and working capital.
• Ensure the right infrastructure, manpower and service levels.
• Improve distributor productivity and cost-to-serve.
• Drive numeric and weighted distribution and productive outlets.
• Optimise routes, beat plans and delivery models.
• Track sales per salesman, sales per route, strike rate and outlets covered.
• Develop launch plans covering target channels, towns, outlets, stock, schemes and visibility.
• Track 30/60/90-day launch performance and corrective actions.
• Define execution and visibility standards.
• Ensure agreed plans are implemented in the market and gaps are closed.
• Track primary, secondary, offtake, distribution, productivity, trade spend and ROI.
• Monitor competition, category trends and shopper insights.
• Provide actionable recommendations to improve business performance.
• Work closely with Sales, Brand/Marketing, Supply Chain, Finance and HR to ensure alignment on business plans, inventory, investments, service levels and manpower

Skills

RTM

Channel management

Distributor operations

Analytics

Commercial planning

Job description

Role & responsibilities

Position Manager Trade Marketing & Distribution Operations Role

Purpose - To act as the bridge between Sales, Brand team and the Customer/Channel, converting business and brand strategies into distribution, visibility, offtake and profitable growth across GT, MT, E-Commerce, Q-Commerce and other channels

Key Responsibilities

1. Channel & RTM Strategy

• Develop channel-wise RTM and distribution strategies.
• Define town, territory, outlet and SKU coverage plans.
• Identify distribution gaps and improve market reach and productivity.

2. Trade Marketing & Customer Planning

• Develop annual/monthly channel plans and JBP plans with key customers.
• Translate brand strategy into actionable trade plans.
• Drive channel-specific activation and execution.

3. Promotions & Trade Investment

• Develop trade schemes, promotions and visibility programmes.
• Plan and control trade spends with clear ROI measurement.
• Ensure investments drive incremental sales and offtake.

4. Distributor Operations

• Plan distributor onboarding, productivity, ROI, inventory and working capital.
• Ensure the right infrastructure, manpower and service levels.
• Improve distributor productivity and cost-to-serve.

5. RTM Productivity

• Drive numeric and weighted distribution and productive outlets.
• Optimise routes, beat plans and delivery models.
• Track sales per salesman, sales per route, strike rate and outlets covered.

6. New Product / Brand Launches

• Develop launch plans covering target channels, towns, outlets, stock, schemes and visibility.
• Track 30/60/90-day launch performance and corrective actions.

7. Market Execution & Visibility

• Define execution and visibility standards.
• Ensure agreed plans are implemented in the market and gaps are closed.

8. Analytics & Performance

• Track primary, secondary, offtake, distribution, productivity, trade spend and ROI.
• Monitor competition, category trends and shopper insights.
• Provide actionable recommendations to improve business performance.

9. Cross-functional Coordination.

Work closely with Sales, Brand/Marketing, Supply Chain, Finance and HR to ensure alignment on business plans, inventory, investments, service levels and manpower

Key Competencies

Strong understanding of FMCG Trade Marketing, RTM, Distribution, Channel Management, Distributor Operations, Analytics and Commercial Planning, with strong execution and crossfunctional stakeholder management skills.

Experience & Qualification

68 years of relevant FMCG experience. Preferably experienced across multiple channels, including GT, MT, E-Commerce and/or QCommerce. Should have handled a Regional or National-level role with exposure to channel strategy, trade marketing and distribution. Strong understanding of FMCG market dynamics and commercial operations

Core Responsibility

Channel Strategy RTM & Distribution Trade Plan Promotion & Investment Market Execution Offtake ROI