GTM Manager

Responsibilities

Building GTM Architecture

• Assessment of current GT Sales capabilities and designing GTM strategy
• Developing innovative GTM models to attend different customer clusters while optimizing cost-to-serve.
• Leading Best in Class GTM Strategy agenda through bench-marking other sales operations in & outside the company.
• Developing and managing the GTM plan for expansion/roll out of brand portfolio, including piloting new channels and business models
• Driving net revenue realization through development and deployment of category NRM framework, including framework for e-commerce portfolio transformation and growth
• Leading GTM route engineering, continuous Coverage Expansion, structured bifurcation basis urban, rural, Healthcare, Home & Personal care and Foods stockists and optimisation of teams as per the territory towns to be anchored by respective teams.
• Leading joint integrated business planning to ensure cross functional efficiencies, service levels.

Building GTM Capability

• Design field salesforce working methods for all GTM models, across all channels, anticipating trends and incorporation new industry practices.
• Development and integration of Channel and Category strategies through key stakeholders to ensure growth agenda is achieved.
• Designing and execution of detailed project plans to execute the transformational programs and pilots ensuring that KPIs are agreed in advance and business results are accurately measured to achieve project goals while building BU capabilities.
• Ensuring efficient market segmentation to ensure effective route to market.
• Lead and analyse insights for traditional trade to ensure shopper and consumer trends are incorporated in channels plans.
• Defining shopper market agenda and clear picture of success execution per segment in traditional trade.
• Coordination and support of relevant pack, price and cost to serve across various channels to ensure net revenue realisation is achieved.
• Leading a team of SME's that is responsible for the implementation of strategic transformation and oversee coordination of cross functional project leads.
• Management of 3rd party Distributor Governance to ensure sustainability and profitability through effective controls processes
• Define best practices and develop toolkits to lift and shift across all markets and channels
• Reporting on operational sales capability with reference to GTM optimisation.