Lead - Go To Market - FMCG/Pharma - IIM/ISB/MDI/FMS (6-8 yrs)

Title : Lead - GTM

Reporting: Head-Commercial Excellence

Location: Ahmedabad

Direct reports: Manager-Customer Development

Key Stakeholders:

- Within Function - GTM Lead, Sales IT, Sales Capability, BCEMs.

- Cross Function - Branch Sales Team, Trade Marketing, Supply Chain, Commercial Team.

- External - Channel Partners, Vendors providing Distributor Automation solution.

Pre-requisite Requirements:

- Qualification: MBA Premier 'B' School

- Experience: At least 6-8 years of experience post MBA with minimum 2 years in field sales.

Technical Competencies:

- In Depth understanding of Sales functionalities and policies governing Channel Partner management.

- Hands on experience in Excel, BI tools and have worked on/implemented DMS.

Behavioural Competencies:

- Proactive, result oriented, owns the work, takes initiatives on his own.

- Excellent communication skills should be able to interact with multiple stakeholders.

- Excellent analytical, problem solving and negotiation skills.

Key Responsibilities:

The key responsibilities of this role would include:

- Create and deploy the blueprint for Channel Partners with Right capability and capacity.

- Ensure that the distribution engine has enough heft to support future growth ambitions.

- Formulate and own channel partner life cycle process management selection, onboarding, evaluation and exit.

- Work closely with allied functions such as Supply Chain, Commercial, IT etc, to ensure agendas are completed as per agreed timelines.

- Always on the look out to improve/introduce new process/system aimed at fine tuning and increasing robustness of current system.

- Create a culture of joint business ownership and market development through a set of processes, R&R and reviews.