A leading global consulting firm is supporting a leading FMCG organisation in strengthening its Route-to-Market (RTM) capabilities as it builds its approach to the HoReCa business.

The consultant will work with the client to assess and develop the capabilities required to effectively serve the HoReCa channel, with a focus on areas such as sales force effectiveness, distribution organisation and RTM model design. The role will involve translating the broader RTM strategy into practical capabilities and ways of working.

Key Responsibilities

• Assess the current RTM model and identify opportunities to strengthen capabilities for the HoReCa business.
• Support the design and development of the distribution organisation and associated ways of working.
• Review and develop Sales Force Automation (SFA) capabilities to support effective execution.
• Identify opportunities to improve sales coverage, channel effectiveness and distribution across the HoReCa segment.
• Work with client stakeholders to develop practical RTM solutions and implementation plans.
• Support capability-building initiatives and translate recommendations into actionable processes.

Your Background

• Typically 5–8 years of relevant experience in FMCG RTM, sales or distribution.
• Experience in RTM capability building, including areas such as SFA and distribution organisation.
• Consultants may come from a top-tier consulting background (MBB/Accenture) with relevant RTM experience, or from leading FMCG organisations with strong RTM experience.
• Experience with leading FMCG organisations such as Nestle, Unilever or similar would be relevant.
• HoReCa and/or Out-of-Home (OOH) sales experience would be a strong advantage.
• Strong problem-solving, stakeholder management and communication skills.
• Consultants with strong relevant FMCG experience may be considered even if they have fewer than 5 years of experience.

Other Info

Contract duration: 4 months, with potential extension by a further 2 months.

Location: Ahmedabad

The role will involve travel approximately 4 days a week, potentially across locations. Client-related expenses, including travel, food and accommodation, will be covered.