Channel Development / Go-to-Market (GTM) Manager

Reports To NSM
Location Mumbai (HO+Field)
Experience: 5–10 years in FMCG / Skincare Sales, GTM Strategy, Channel Development

About the Role
We are looking for a Channel Development Manager / Go-to-Market Manager to lead the design and execution of channel and route-to-market (RTM) strategies across Skincare Portfolio for Dermatological Skincare This role sits at the intersection of sales, marketing, and category strategy-translating brand and commercial objectives into channel-specific plans that drive distribution, availability, and profitable growth across General Trade, Up-to-date Trade, Institution channel.
The ideal candidate is a commercially sharp, data-driven who can build channel strategy from the ground up, work cross-functionally with Sales, Marketing, Supply Chain, and Finance, and translate strategy into field-ready execution plans.

Key Responsibilities
Channel & Route-to-Market Strategy
• Develop and own the channel strategy and route-to-market (RTM) architecture across General Trade, Modern Trade,



and alternate/emerging channels.
• Identify white-space and growth opportunities by channel, region, and customer segment through market mapping and channel audits.
• Design differentiated go-to-market models (direct distribution, distributor-led, hybrid) based on channel economics and market maturity.
• Lead new channel entry and expansion projects, including business case development, pilot design, and scale-up planning.

Go-to-Market Execution
• Translate brand and category launch plans into channel-specific go-to-market plans, including assortment, pricing, promotions, and merchandising guidelines.
• Partner with Trade Marketing to build channel-specific sales playbooks, incentive structures, and distribution targets.
• Monitor in-market execution quality (distribution, visibility, share of shelf/voice) and course-correct plans based on field feedback.

Cross-Functional & Stakeholder Management
• Act as the

📌 Channel Development (Mumbai)
🏢 Galderma
📍 Mumbai