Offline GTM Head

4 weeks ago

Mumbai, India API Holdings Full time

About the team and role:

  1. Drive offline revenue growth and anchor the P&L metrices
  2. Drive the GTM inputs across markets and create excitement among salesman, retailers.
  3. Liason with RSMs to drive sales growth across regions – create joint business plans and ensure AOP achievement.
  4. Own the AVF (availability, visibility & freshness) metrices – ensure retail off takes through visibility & merchandising at outlets, ensure availability (through Field teams),
  5. Understands SFA / retailer automation & B2B apps and leverages data to build cohorts and drive growth across must win segments

Key Areas of Impact:


• Experienced creating, planning and executing GTM inputs for various markets.


• Analyze performance and work with product teams to drive adoption of flash deals, salesman dashboards etc.


• Own the SE incentive / training and keep the FOS force engaged and aligned on PL goals


• Creates Monthly SNOP for PL and aligns with sales team and drive demand planning


• Drive category x market wise sales plans.


• Design the merchandising strategy and execution on field


• NEW OL recruitment / scheme enrolment pilots with field teams and scale successful POCs.

Must haves:
8-12 years' experience in health tech + core pharma /FMCG Offline sales & trade marketing

Good to have:


• Understands how the pharma channel + ethical channels work and has experience in driving campaigns –GTM for pharma brands.


• Has had previous sales experience.

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