Key Responsibilities

1. Go-to-Market Strategy & Sales Development

- Lead the development and execution of Go-to-Market (GTM) strategies for the General Trade (GT) business in alignment with organizational growth objectives.
- Develop channel, territory, distributor, and outlet expansion strategies to strengthen market penetration, distribution reach, and sales productivity.
- Evaluate market potential, outlet universe, channel dynamics, territory productivity, and customer segmentation to identify opportunities for business growth.
- Drive route-to-market optimization, territory restructuring, distributor productivity, and sales coverage initiatives.
- Partner with Sales leadership & Technical teams to develop scalable GT models that improve distribution, outlet coverage, product availability, and market execution.
- Support new market entry, geographic expansion, product launches, and channel development initiatives through effective GTM planning.

2. Sales Capability & Performance Excellence

- Lead the development and implementation of sales capability-building programs for the GT sales organization.
- Identify capability gaps across sales teams and design structured interventions covering selling skills, negotiation, distributor management, market execution, leadership, and business planning.
- Develop standardized sales processes, playbooks, tools, and frameworks to improve field productivity and execution quality.
- Drive sales productivity initiatives through performance benchmarking, best-practice sharing, field coaching, and capability assessments.
- Establish sales capability metrics and track the effectiveness and business impact of capability-building interventions.
- Partner with HR and Sales leadership to develop competency frameworks, career pathways, succession plans,



and leadership development programs for the sales organization.

3. Sales Analytics, Governance & Business Performance

- Develop and monitor GT sales dashboards, scorecards, KPIs, and performance management frameworks to track business and sales capability outcomes.
- Analyze sales, distribution, productivity, outlet coverage, territory, and distributor data to identify performance gaps and growth opportunities.
- Conduct regular business and performance reviews with Sales leadership and regional teams, providing actionable insights and recommendations.
- Drive data-based decision-making by translating market and sales data into actionable GTM and capability-building strategies.
- Benchmark sales productivity and execution practices across regions, territories, channels, and teams to identify opportunities for improvement.
- Ensure governance and adherence to standardized GT processes, sales reporting mechanisms, execution frameworks, and performance management systems.

4. Leadership, Transformation & Continuous Improvement

- Lead and develop a high-performing GTM & Sales Capability team, fostering a culture of ownership, accountability, learning, innovation, and execution excellence.
- Partner closely with Sales, HR, Finance, Marketing, Trade Marketing, Supply Chain, Sales Operations, and Technology teams to drive integrated business outcomes.
- Lead sales transformation initiatives focused on digital adoption, automation, productivity improvement, process simplification,



and capability enhancement.
- Drive adoption of sales technology, automation tools, learning platforms, dashboards, and data-driven sales management practices.
- Lead change management initiatives to embed new GTM models, processes, tools, and ways of working across the sales organization.
- Identify and implement continuous improvement opportunities to strengthen sales capabilities, improve market execution, and accelerate business growth.
- Stay updated on emerging GTM models, FMCG sales trends, sales capability frameworks, technology, and industry best practices to build future-ready sales capabilities.

Qualification & Experience

- Experience: 8+ years of experience in Go-to-Market Strategy, Sales Capability, Sales Excellence, Sales Operations, Channel Development, Commercial Excellence, or related leadership roles, preferably within FMCG, Beauty, Personal Care, Consumer Goods, Retail, or D2C organizations.
- Solid understanding of General Trade, Route-to-Market, Distributor Management, Territory Planning, Sales Productivity, Outlet Expansion, Channel Development, and Field Sales Operations.
- Proven experience in designing and implementing GTM strategies, sales capability frameworks, sales processes, and productivity improvement initiatives.
- Graduate in any discipline. A Bachelor's degree in Business Administration, Marketing, Commerce, Economics, or a related field is preferred. An MBA or postgraduate qualification in Sales, Marketing, Business Management, or Operations is an advantage.
- Key traits - Sales Capability Acumen, GTM Acumen, Leadership Acumen, Analytical Skills, Commercial Acumen, Good Communication skills, Technology & Reporting, Change Management, Collaboration, willingness to travel extensively for work, ownership

📌 Senior Manager - GTM (Gurugram)
🏢 Honasa Consumer
📍 Gurugram