Life tastes better with ice cream

With 19.000 expert ice cream colleagues and iconic brands like Wall’s, Cornetto and Ben & Jerry’s, loved in 76 countries, we are the world’s largest Ice Cream company leading the industry.

We create iconic ice cream brands that are part of everyday life, bringing moments of joy to millions of people around the world. Everybody loves ice cream. And as the world’s biggest pure‑play ice cream company, we have the scale and ambition to make a real difference.

What truly sets us apart is how we work.

We move fast and keep things simple. We turn ideas into action, trust people to take ownership, and work as one team to win together with integrity. Our culture is high‑performance, collaborative and focused on getting things done.

We’re curious and ready for what’s next. We embrace digital, use data to make better decisions, and keep learning, including how AI can help us work smarter and serve consumers better.

Job Title: RTM Manager

Scope : Designing, Implementing, and Optimizing the company's route-to-market strategy to ensure products reach customers efficiently and profitably.

Location: Mumbai HO

Terms : FTE

Life tastes better with ice cream

With 19.000 expert ice cream colleagues and iconic brands like Wall’s, Cornetto and Ben & Jerry’s, loved in 76 countries, we are the world’s largest Ice Cream company leading the industry.

We create iconic ice cream brands that are part of everyday life, bringing moments of joy to millions of people around the world. Everybody loves ice cream. And as the world’s biggest pure-play ice cream company, we have the scale and ambition to make a real difference.

What truly sets us apart is how we work.

We move fast and keep things simple. We turn ideas into action, trust people to take ownership, and work as one team to win together with integrity. Our culture is high-performance, collaborative and focused on getting things done.

We’re curious and ready for what’s next. We embrace digital, use data to make better decisions, and keep learning, including how AI can help us work smarter and serve consumers better.

The role

What you'll be responsible for

- National RTM Strategy & Design

Develop the long-term Route-to-Market strategy for the business.

Key responsibilities include

Design future RTM architecture by channel, geography and town class.

Develop differentiated RTM models for Metro, Urban, Semi-Urban and sub-stockist markets.

Define optimal servicing models across General Trade, Modern Trade, Quick Commerce and Out-of-Home.

Evaluate Direct Distributor, Super Distributor, Sub-stockist, Redistribution Stockist and Hybrid RTM models.

Benchmark best practices from leading FMCG companies (Coca-Cola, Mondelez, HULPepsiCo).

Develop business cases for RTM transformation initiatives.

- Distributor Network Optimization

Own national distributor network effectiveness.

Responsibilities include

Design optimal distributor footprint.

Evaluate distributor span using

Outlet universe

Geography

Sales potential

Distance

Cost-to-serve

Throughput

Recommend:

New distributors

Distributor consolidation

Distributor restructuring

Distributor exits

Create annual Distributor Network Plan.

- Distributor Profitability, Margin & ROI Modelling

Ensure distributors remain profitable while delivering business objectives.





Responsibilities include

Develop distributor P&L; models.

Design distributor ROI framework.

Recommend distributor margin structures.

Evaluate investment payback.

Model impact of:

Fuel cost

Delivery frequency

Warehouse investment

Salesman productivity

Cabinet density

Recommend differentiated commercial models.

- Distributor Infrastructure Excellence

Establish infrastructure governance standards.

Own

Distributor infrastructure audit framework.

Warehouse standards.

Cold chain compliance.

Vehicle adequacy.

Delivery capability.

Manpower norms.

Working capital health.

Infrastructure scorecards.

Develop annual Distributor Capability Index.

- Market Expansion & Town Entry Strategy

Identify the next wave of profitable expansion.

Responsibilities include

Build town prioritization framework.

Recommend market entry sequence.

Determine optimal RTM for every new town.

Evaluate:

Population

Prosperity

Numeric distribution opportunity

Tourism

Climate

Existing frozen infrastructure

Competitive presence

Cost-to-serve

Recommend Distributor vs Sub-stockist vs Direct servicing.

- Depot Cost-to-Serve & Network Analytics

Drive logistics efficiency.

Responsibilities include

Depot service radius optimization.

Route optimization.

Freight modelling.

Secondary logistics optimization.

Cost-to-serve dashboards.

Depot productivity analysis.

⸻

- Rural Distribution & Sub-stockist Excellence

Lead rural distribution capability.

Responsibilities include

Develop rural expansion strategy.

Define Sub-stockist operating model.

Standardize appointment process.

Define infrastructure norms.

Design rural service model.

Monitor rural numeric distribution.

Improve rural throughput.

Develop rural productivity scorecards.

Key Deliverables

National RTM Blueprint

Annual Distributor Network Plan

Distributor Profitability Model

Town Prioritization Engine

Cost-to-Serve Dashboard

Distributor ROI Calculator

Distributor Audit Framework

Rural Expansion Strategy

Depot Optimization Model

Quarterly RTM Health Scorecard

- RTM control Tower

Own a national dashboard tracking distributor health, cost to serve, service levels, infrastructure compliance enabling monthly steering

- Network capability and governance

Establish national standards for distributor appointment, onboarding, capability building, audit cadence and performance reviews

Key Interfaces

- Sales Leadership

- RSM

- Supply Chain

- Finance

- Data and analytics

- Distributors

- Consultants

- Technology partners
- Critical Capabilities

Functional

- Route to Market Strategy

- Distribution network design

- Network optimization

- Distributor economics

- Cost to serve modelling

- Rural GTM

- Financial modelling

- Scenario planning

Analytical

- GIS and location analytics

- Optimization Modelling

- Financial Modelling

Leadership

Strategic thinking

Cross-functional influence

Stakeholder management





Structured problem solving

Commercial acumen

Change management

We're looking for someone who

4-5 years in FMCG Sales, RTM, Customer Development Excellence, Sales Strategy, Distribution Development

Experience in network redesign, distributor appointment, and route optimization.

Strong understanding of distributor economics and profitability.

Experience with rural GTM and indirect distribution models.

Exposure to cold-chain businesses is preferred.

Experience in data-driven decision-making using Power BI/Excel.

What you'll get

Alongside meaningful work and strong development, we offer a reward package that typically includes

- Market-competitive pay and performance related rewards
- Flexible ways of working
- Support for health, wellbeing and life outside of work
- Time off to rest and recharge
- Ongoing learning and development opportunities
- Specific benefits vary by location 1

Why join us?

This is a place for people who are passionate about ice cream and are growth obsessed - both for the business and for themselves. People who act like an owner and drive our business end-to-end. People who are driven by success to deliver more than we ever thought we could!

You’ll thrive here if you value an inclusive culture, with low ego and hierarchy - and if you’re excited to continuously learn and challenge how we work, using digital, data, and new thinking to push us forward.

- Roles with real accountability and visible impact
- Free to move fast, experiment and challenge how things are done
- Continuous learning and development as the business grows
- Reward linked to performance and contribution.

Your career here is shaped by what you deliver, as you work across functions and markets and grow with the business.

Why join us?

This is a place for people who are passionate about ice cream and are growth obsessed - both for the business and for themselves. People who act like an owner and drive our business end-to-end. People who are driven by success to deliver more than we ever thought we could!

You’ll thrive here if you value an inclusive culture, with low ego and hierarchy - and if you’re excited to continuously learn and challenge how we work, using digital, data, and current thinking to push us forward.

- Roles with real accountability and visible impact

- Free to move fast, experiment and challenge how things are done

- Continuous learning and development as the business grows

- Reward linked to performance and contribution.

Your career here is shaped by what you deliver, as you work across functions and markets and grow with the business.

Ready to build the future of Ice Cream?

If this sounds like the place where you'd thrive, we'd love to hear from you. Apply online and share your CV. We'll review your application and be in touch with the next steps.

If you are an individual with a disability and require assistance at any time during our recruitment process, please let your Talent Acquisition Partner know.

Additional information The Magnum Ice Cream Company is an Equal Opportunity Employer. We embrace diversity and are committed to creating an inclusive environment where everyone can do their best work regardless of age, disability, gender identity, race, religion, sexual orientation, or any other protected characteristic.

📌 RTM Manager (India)
🏢 Kwality Wall's
📍 India