SM Associate Director - RTM Route to Market

Responsibilities

Location Mumbai / Delhi

1) What to Sell 

Accountable for RTM Solution portfolio: 

• Define which products are core to RTM portfolio 
• Articulate how each of the products brings unique client benefits 
• Ensure RTM portfolio profitability is understood & improved over time  

Commercial ownership of RTM pricing rate cards & commercial policies 

Close partnership with Global Product Leadership function: 

• Identify the solutions with the highest revenue opportunity 
• Ensure India needs are met in product development roadmap 
• Provide India teams visibility to product plans and timelines 

Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build) 

Accountable for RTM Operating Plan

2) How to Sell 

Build a strong India community around RTM portfolio:

• A community that is formed with Sales & Delivery teams  
• Cross industry and clients opportunities / Best practice sharing 
• Create and maintain central Knowledge Management drives to enable the community

Build and execute the Go To Market plans for RTM solutions: 

• Campaign calendar & content  
• Commercial Decks / Proposal Decks 
• Demo Scripts 
• Create and coordinate TL Webinars and Industry Events (with Inside Sales support) 
• RTM product kit adaptation to India: Rate cards Commercial Policies and Discounts Communication kit (onepagers detailed product presentation etc). 

Ensure that India Sales teams are enabled with bestinclass training materials:  

• Ensure sales decks & pitch perfect examples are available  
• Develop automated gift of content (in partnership with Inside Sales) 
• Execute and coordinate the training plan

Be directly involved in sales pitches & keep a close touch with clients: 

• Lead / heavy support to major RFPs
• Continuous support to India sales teams in the definition of the best solution for client specific needs 

Connect with Commercial teams in other countries to identify opportunities to apply in India

3) How to Operate 

Strong alignment with Delivery/COE organization  

• Connect with APAC Delivery team leader to define prioritizations (if necessary) delivery gaps & opportunities define rules and ways of working 

Accountable for new product activation

4) Financial Management

• Achieve key financial metrics: revenue profitability adequate pipeline coverage as well as other related business development objectives
• Understand the companys financial guidelines such as forecast and pipeline management
• Monitor the actual financial performance against budget/forecast and ensure the implementation of actions that will lead to the achievement of the targets

Qualifications

• Masters degree or a Diploma in Marketing
• Minimum 8 10 years experience in the Marketing Business Development Market Research or in the consulting agencies
• Prior working experience with the FMCG industry would be an added advantage
• Has knowledge of research techniques and methodologies
• Has strong analytical skills and business commercial acumen
• English level: advanced oral and written 
• High Negotiation Problem Solving & Communications Skills 
• Teamwork: Ability to work with others on tasks and activities without necessarily being the leader
• Influence skills good level of relationship / networking internal and external 
• Selfstarter with solid organizational and planning skills 
• High level of energy motivation drive enthusiasm initiative commitment and professionalism. 
• High understanding of the respective industries & retailing in both modern and traditional trade environments 

Additional Information

About NielsenIQ 

NielsenIQ is a global measurement and data analytics company that provides the most complete and trusted view available of consumers and markets worldwide. We provide consumer packaged goods manufacturers/fastmoving consumer goods and retailers with accurate actionable information and insights and a complete picture of the complex and changing marketplace that companies need to innovate and grow. Our approach marries proprietary NielsenIQ data with other data sources to help retailers around the world understand whats happening now whats happening next and how to best act on this knowledge.  We like to be in the middle of the action. Thats why you can find us at work in over 90 countries covering more than 90% of the worlds population. For more information visit .

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