Regional GTM Manager

Regional GTM Manager Daily Essentials

1. Role Purpose
   The Regional GTM Manager will be responsible for driving Go-To-Market strategy and execution for the Daily Essentials SBU, covering Edible Oils, Atta, Pulses, Sugar, Flour, Dry Fruits and allied food categories. The role will focus on developing the DB infrastructure, driving efficiency parameters such as productive calls, bill cuts and line cuts, and improving distribution, market coverage, channel performance and category/SKU growth across the region.
2. Key Responsibilities
   A. Regional GTM & Market Expansion

• Develop and execute regional GTM plans aligned with business and category priorities.
• Identify priority markets, white spaces and growth opportunities, and drive plans to expand market and outlet coverage.
• Track GTM execution and ensure timely closure of key actions.

B. Outlet Expansion, ECO & Distribution

• Drive outlet expansion, ECO and distribution infrastructure across priority markets, with a focus on DB health, hygiene and quality.
• Identify gaps in market, territory and beat coverage and work with Sales teams to improve coverage and productivity.
• Track outlet additions, distribution depth, SKU availability and outlet productivity.

C. Category, Channel & SKU Performance

• Track sales, offtake, distribution, ECO and productivity across categories, SKUs, markets and channels.
• Drive General Trade (GT) channel performance and identify opportunities to improve coverage and offtake.
• Identify underperforming categories/SKUs and drive corrective actions with relevant stakeholders.

D. Market Intelligence & New Launches

• Track competitor pricing, promotions, assortment, distribution and market activities to identify opportunities and risks.
• Develop regional rollout plans for new products/SKUs and track launch performance.
• Translate market and competitive insights into actionable GTM interventions.

E. Commercial Planning & Business Reviews

• Support trade schemes, promotions and other commercial initiatives and evaluate their effectiveness.
• Prepare regular regional business reviews covering sales, distribution, ECO, productivity and key GTM metrics.
• Identify performance gaps and drive corrective actions with clear ownership and timelines.

F. Cross-functional Execution

• Work closely with Sales, Category, Supply Chain, Marketing, Finance and Sourcing/Procurement, HR teams to execute GTM initiatives.
• Coordinate resolution of market-level execution challenges and ensure timely implementation of business priorities.
• Lead region-specific GTM and growth projects from planning through execution and closure.

3. Candidate Profile

• 1015 years of experience in GTM, Sales Strategy, Category Management, Sales Planning, Business Development or similar roles.
• Experience in FMCG, Retail, Staples or Consumer Goods preferred.
• Experience in regional market expansion, outlet expansion, distribution, ECO, channel management, category growth or sales analytics will be an advantage.
• Strong understanding of FMCG/Staples market dynamics and GT operations.
• Strong analytical, commercial and execution skills with the ability to work effectively across functions.