Assistant Manager - GTM

Role & responsibilities

1. Drive GTM initiatives to improve sales productivity, route-to-market effectiveness, and distribution excellence across the General Trade business.
2. Manage and optimize SFA, DMS, and other sales technology platforms to ensure seamless business operations and user adoption.
3. Analyze primary and secondary sales data, market trends, and distributor performance to generate actionable business insights.
4. Develop and publish dashboards, MIS reports, KPIs, and business performance reviews using Excel, Power BI, and other BI tools.
5. Partner with Sales, Supply Chain, Finance, and IT teams to implement process improvements and support business transformation projects.
6. Define business requirements, coordinate with technology partners, and ensure timely delivery of system enhancements and GTM projects.
7. Monitor distributor operations, sales execution metrics, outlet productivity, inventory, fill rates, and sales force effectiveness.
8. Support annual sales planning, forecasting, territory alignment, target setting, and performance tracking.
9. Identify automation opportunities and drive continuous improvement initiatives to enhance operational efficiency and data accuracy.
10. Ensure compliance with business processes, governance standards, project timelines, and organizational policies.

Preferred candidate profile

• Graduate in Engineering, Business Administration, Commerce, or related discipline; MBA preferred.
• 5 to 7 years of experience in GTM, Sales Excellence, Sales Operations, Commercial Excellence, Sales Analytics, or Business Transformation within FMCG, Consumer Goods, Retail, or Apparel industries.
• Hands-on experience with Sales Force Automation (SFA), Distributor Management Systems (DMS), CRM, SAP/ERP, and sales reporting tools.
• Strong proficiency in Advanced Excel, Power BI, SQL, and data visualization techniques with the ability to convert data into actionable insights.
• Excellent analytical, project management, stakeholder management, and problem-solving skills with experience working across cross-functional teams.
• Strong communication, presentation, and business partnering capabilities with the ability to lead digital transformation and process improvement initiatives.