AGM - Lead CIoT Retail & E-Com GTM

Job Req ID:  39481

Mumbai, IN

Function:  VIBS


lead CIoT Retail & E-Com GTM

Job Level/ Designation

M2 / AGM

Function / Department

Enterprise / IOT



Job Purpose

To build a market leading consumer internet of things products by taking into account market landscape, competition, and customer experience. The incumbent would be responsible for developing channel go-to-market (GTM) plans of  Enterprise / Consumer IoT & IIOT products for own and partner sales channels. Responsible for portfolio’s availability, visibility, and promotions in the respective channels. Also responsible for frontline and channel partner’s selling effectiveness and productivity to deliver sales targets for the C-IoT portfolio.

Key Result Areas/Accountabilities

  • Map market opportunity for new and existing IoT /IIoT products for each channel and identify geographies and stores launches, design channel sales processes, customer journeys and after sales support.
  • Onboarding & managing channel partners, Integrated IoT aggregators, dealers
  • Create channel partners targets and incentive structure based on opportunity and market intensity.
  • Create channel merchandising, visibility and product listings (for digital channels) to increase customer awareness and interest at point of sales.
  • Plan channel activation and promotional activities in line with targets. Ensure sufficient inventory levels by providing these inputs to procurement teams.
  • Responsible for promoter productivity, incentives, training and R&R.


Core Competencies, Knowledge, Experience

  • 5-6 years of experience in leading sales strategies and planning, new brand/market launch
  • Past experience in channel sales is must. VIL retail and MT channel sales would be plus
  • Good connect & engagements with the aggregators, Integrated IoT partners, dealers.
  • Past experience of GTM and trade promotional activities for device business
  • Should be able to engage with various circle teams and able to drive outcomes
  • Able to coordinate with cross functional teams e.g. Marketing, brand, and legal etc
  • Consumer focused mind-set to deliver the best experience at POS

Technical / professional qualifications:


Desired Competencies/ Skills

  • Influencing/ negotiation skills, effective relationship management skills and proven ability to function within a matrix organization
  • Experience in handling business in a B2B and B2C environment
  • Experience in handling GTM and trade promotional activities for device business
  • Experience in handling GTM and trade promotional activities for device business


Must have technical / professional qualifications

Educational Qualifications

  • Post-graduate degree or diploma (MBA)