Website:
awl.in
Job details:
A Zonal Go-To-Market (GTM) will be responsible to drive regional revenue and market share. Define channel strategies, execute product launches, and manage the distributor network. This leader bridges brand strategy with on-ground sales execution to optimize distribution across General Trade (GT) and Modern Trade (MT).
Key Responsibilities
- Strategy & Distribution: Design and implement robust GTM and route-to-market strategies tailored for stapple categories.
- Channel & Distributor Management: Strengthen the channel partner ecosystem, define distribution structures, and manage inventory at Carrying and Forwarding Agents (CFAs).
- Team Leadership: Lead, coach, and manage a large field sales team including Area Sales Managers (ASMs), Sales Officers (SOs), and Territory Sales In-charges (TSIs).
- Market Intelligence & Promotions: Analyze competitor dynamics, identify regional growth opportunities (white spaces), and devise localized trade promotional activities.
- Commercial Compliance: Maintain market hygiene, control credit, and ensure adherence to financial discipline.
Qualifications
- Education: MBA in Sales and Marketing
- Experience: 10 to 15+ years of extensive FMCG/Foods sales experience, with significant time spent in zonal or regional leadership roles.
- Channel Expertise: Deep understanding of General Trade (GT) and Modern Trade (MT) operations.
Required Skills
- Strong commercial acumen, deep knowledge of distributor-led sales models, and proficiency in Sales Force Automation (SFA) or Distributor Management Systems (DMS).
Click on Apply to know more.