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 client's 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
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Experience: Minimum 9 year(s) of experience is required
Educational Qualification: Master's degree in business administration (MBA) or post graduate degree in management (PGDM) from premier institutes preferred
