IMU Digital RTM Manager

 About The Role  


Job Title IMU Digital RTM Manager

Management Level:07 Manager

Location:Delhi/Mumbai

Job

Summary:
We are looking for a

Route-To-Market (RTM) 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 524 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 clients 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



 Qualification 

Experience:Minimum 9 year(s) of experience is required


Educational Qualification:Masters degree in business administration (MBA) or post graduate degree in management (PGDM) from premier institutes preferred