IMU Digital RTM Manager

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Key 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,

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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 5–24 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

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

Requirements

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