Our client, a global consulting firm is partnering with a leading consumer goods company to drive a comprehensive sales transformation initiative focused on unlocking growth in General Trade (GT) channels.

This engagement forms a critical part of the client’s broader commercial strategy to strengthen distribution efficiency, enhance field execution, and capture untapped market opportunities across India.

As an external consultant, you will play a pivotal role in conducting an in-depth diagnostic across key GT ecosystems. Your work will identify performance gaps, prioritize high-impact growth levers, and deliver actionable recommendations that directly influence the client’s channel strategy, sales productivity, and commercial performance, delivering measurable business impact within a fast-paced 10-week timeline.

Key Responsibilities

• Lead and execute detailed diagnostics across eight core workstreams, including Coverage Model, Sales Planning & Productivity, Portfolio Architecture, Commercial Operations, Organization Structure, Governance & Training, Distributor Operations, and Technology & Systems.
• Conduct extensive on-ground validation, primary research, and field assessments in Uttar Pradesh, Karnataka, and Maharashtra to validate hypotheses and uncover channel-specific gaps and opportunities.
• Synthesize complex field data, distributor insights, and sales metrics into structured diagnostic reports, prioritized initiatives, and an actionable implementation roadmap.
• Collaborate closely with the client’s internal teams, Area Sales Managers, and senior stakeholders to facilitate workshops, validate findings, and align on recommendations.
• Assess current SFA/DMS systems, trade schemes, distributor ROI, and sales force effectiveness to recommend technology-enabled and process improvements.
• Deliver high-quality client communications and presentations that translate diagnostics into clear commercial opportunities and execution plans.

Your Background

• 7+ years of experience in sales effectiveness, sales transformation, or field force management within FMCG, consumer goods, or direct distribution environments.
• Deep expertise in General Trade channel strategy, distributor management (C&F, Super Stockists, DSR models), and hands-on on-ground execution in Indian markets.
• Proven track record conducting field diagnostics, primary research, and channel assessments with strong ability to synthesize data into actionable insights and prioritized initiatives.
• Experience in cross-functional stakeholder management, client communication, and delivering under tight timelines with minimal oversight.
• Prior consulting background (Big 4, MBB, or niche firms) in sales diagnostics or field operations is strongly preferred.
• Familiarity with SFA/DMS systems, sales analytics, and GT ecosystems in Uttar Pradesh, Karnataka, and Maharashtra is highly advantageous.

This is a full-time, 10-week (extendable) engagement requiring significant on-ground presence and travel across the three key markets (Uttar Pradesh, Karnataka, Maharashtra). The role is primarily onsite/field-based with close collaboration alongside the client and project teams. If you have the relevant experience, we encourage you to apply!