Beiersdorf - Manager - Go To Market

Role purpose/ Objective:

The GTM Manager will be responsible for driving effective and consistent Go-To-Market execution for Consumer Healthcare India by translating business, brand, and category strategies into actionable, channel-specific plans. Reporting to the Head of Sales, the role will act as a critical bridge between Sales, Marketing, Supply Chain, and Finance to ensure strong execution across the pharma distribution network, accelerate new product launches, improve trade effectiveness, and enable sustainable topline growth.
Key Responsibilities:
1. GTM Strategy & Planning:
- Translate annual business and brand strategies into robust GTM plans aligned to channels, regions, and priority SKUs
- Support the Head of Sales in annual operating planning (AOP), demand planning inputs, and growth initiatives
- Develop channel-wise GTM playbooks for core portfolio, new launches, and priority campaigns

2. Channel & Distribution Excellence (Pharma-led):
- Drive GTM effectiveness across the pharma distribution ecosystem, including distributors, stockists, and key pharmacy outlets.
- Look at other channel opportunities
- Define and track must-stock lists, range expansion priorities, and visibility standards
- Support initiatives to improve distribution quality, coverage depth, and sales productivity
3. Launch & Promotion Execution:
- Lead end-to-end GTM execution for new product launches, from pre-launch readiness to post-launch tracking
- Partner with Marketing to deploy trade programs, schemes, and promotions aligned to brand objectives
- Ensure timely availability of products, communication, and sales tools at the field level
4. Sales Enablement & Capability Building:
- Enable the sales team with clear GTM tools including launch kits, pitch decks, FAQs, and execution guidelines
- Support sales capability building through structured inputs, playbooks, and market insights
- Act as a thought partner to Regional Sales Heads and frontline teams on execution challenges
5. Cross-functional Coordination:
- Work closely with Marketing, Supply Chain, Finance, and Regulatory to ensure alignment and execution excellence
- Coordinate with demand planning and supply teams to minimize stock issues and improve forecast accuracy
- Ensure regulatory and compliance requirements are met in all GTM initiatives
6. Performance Tracking & Insights:
- Track GTM performance through dashboards and regular reviews (launch performance, scheme ROI, execution KPIs)
- Identify gaps in execution and recommend corrective actions
- Generate market and competitive insights to support decision-making