Delivery Head - FMCG

Job Description: Delivery Head DMS, SFA & RTM

About the Role

We are seeking an experienced and strategic Delivery Head to lead end-to-end delivery of

enterprise technology solutions across Distributor Management Systems (DMS), Sales Force

Automation (SFA), and Route-to-Market (RTM).

The ideal candidate will bring extensive experience in managing large-scale, multi-client delivery

portfolios, driving implementation excellence, strengthening customer relationships, and leading

global delivery teams. This role requires a strong understanding of FMCG/CPG business

processes, distribution networks, field sales operations, and technology-led business

transformation.

Key Responsibilities

1. Delivery Leadership & Execution

• Own end-to-end delivery across multiple client engagements, ensuring projects meet

agreed timelines, budgets, quality standards, and business objectives.

• Lead large-scale implementations, rollouts, upgrades, integrations, and transformation

programs across DMS, SFA, and RTM platforms.

• Establish delivery governance, project management standards, risk management

frameworks, and performance metrics.

• Drive operational excellence, delivery predictability, resource optimization, and

continuous improvement.

2. Domain & Solution Expertise

• Provide strategic direction across DMS, SFA, and RTM solutions within the FMCG/CPG

ecosystem.

• Demonstrate strong understanding of distributor operations, order management,

inventory, secondary sales, trade promotions, field sales execution, and route planning.

• Partner with Product, Engineering, Architecture, and Business teams to translate

customer requirements into scalable technology solutions.

• Guide teams through complex implementations, system integrations, data migration, and

legacy modernization initiatives.

3. Customer & Stakeholder Management

• Build and maintain strategic relationships with senior customer stakeholders, including

CXOs, business heads, and technology leaders.

• Act as the escalation point for critical delivery issues, service risks, and customer

satisfaction concerns.

• Lead governance reviews, executive steering committee meetings, and delivery

performance discussions.

• Identify opportunities for account growth, service expansion, and long-term strategic

partnerships.

4. People & Organizational Leadership

• Lead and mentor project managers, program managers, delivery managers, and

cross-functional implementation teams.

• Build a high-performance delivery organization with strong accountability, collaboration,

and customer-centricity.

• Develop leadership talent, succession plans, and capability-building initiatives.
• Manage resource planning, utilization, capacity forecasting, and workforce development

across multiple engagements.

5. Financial & Business Management

• Own delivery budgets, project profitability, margins, resource utilization, and cost

optimization.

• Drive adherence to SLAs, contractual commitments, commercial milestones, and project

financial targets.

• Partner with Sales and Pre-Sales teams on RFPs, solution estimation, delivery planning,

and transition from sales to execution.

• Support business growth through delivery excellence, customer retention, and

identification of new opportunities.

6. Governance, Risk & Quality

• Define and monitor KPIs covering project health, on-time delivery, customer satisfaction,

quality, productivity, and financial performance.

• Proactively identify delivery risks and implement mitigation plans.
• Ensure compliance with organizational delivery processes, security standards, and

customer requirements.

• Promote agile delivery practices, automation, process standardization, and continuous

improvement.

Required Qualifications & Experience

• 18–20 years of experience in enterprise software delivery, program management,

implementation, or professional services.

• Extensive domain experience in DMS, SFA, and RTM, preferably within FMCG/CPG or

retail technology.

• Proven track record of leading large, complex, multi-client implementation and

transformation programs.

• Strong understanding of distributor ecosystems, sales execution, trade processes, and

go-to-market operations.

• Experience managing geographically distributed teams and senior customer

stakeholders.

• Demonstrated ownership of delivery governance, project financials, resource planning,

and customer escalations.

• Strong experience collaborating with Product, Engineering, Sales, Pre-Sales, and

Customer Success teams.

• Excellent leadership, communication, negotiation, and strategic decision-making skills.

Preferred Qualifications

• Experience with enterprise SaaS products and cloud-based platforms.
• Exposure to integrations with ERP systems such as SAP and other enterprise

applications.

• Experience in global delivery models, international client engagements, and large-scale

digital transformation.

• PMP, PgMP, Agile, or equivalent program management certifications would be an

advantage.

Key Success Measures

• On-time and within-budget project delivery.
• Customer satisfaction, retention, and successful executive stakeholder relationships.
• Improved delivery margins, resource utilization, and operational efficiency.
• Successful DMS, SFA, and RTM implementations and rollouts.
• Reduced delivery escalations and improved service quality.
• Strong leadership pipeline and high-performing delivery teams.

Ideal Candidate Profile

A strategic and execution-focused delivery leader with deep DMS, SFA, and RTM domain

expertise, strong commercial acumen, and the ability to scale delivery operations while

maintaining high standards of customer satisfaction, quality, and profitability.