Manager - GTM Applications

Role Summary

The Manager  GTM Applications will be responsible for managing and enhancing business-critical Go-To-Market (GTM) applications including CRM, Loyalty Management Platform, and Distributor Management System (DMS). The role will partner with Sales, Marketing, Channel, and Customer Experience teams to drive application strategy, digital transformation, business process optimization, vendor management and operational excellence.

Key Responsibilities

Application Ownership

- Own the end to end lifecycle of CRM, Loyalty, and DMS applications.
- Define and execute the application roadmap aligned with business objectives.
- Ensure application availability, performance, security, and scalability.
- Drive continuous improvement and adoption of digital solutions.

- Understanding of third-party application integrations using APIs, web services, and middleware platforms.

Business Partnership

- Collaborate with Sales, Marketing, Channel Management and Customer Service teams to understand business needs.
- Translate business requirements into scalable technology solutions.
- Lead requirement gathering workshops and solution discussions with stakeholders.
- Act as the primary interface between business users, IT teams, and external partners.

CRM & Loyalty Management

- Manage CRM capabilities supporting customer engagement, lead management, opportunity management and sales automation.
- Drive enhancements to loyalty programs for distributors, dealers, plumbers, contractors, and influencers.
- Support campaign management, customer engagement initiatives, and analytics-driven decision making.
- Monitor and improve user adoption and business effectiveness.

Distributor Management System (DMS)

- Manage DMS solutions supporting order management, secondary sales, inventory visibility, distributor operations, and channel programs.
- Improve sales force effectiveness and channel collaboration through technology solutions.
- Ensure seamless integration with ERP and other enterprise applications.

Project & Vendor Management

- Lead application implementation, upgrade, and enhancement projects.
- Manage external vendors, implementation partners, and support providers.
- Monitor project delivery, service levels, budgets, risks, and timelines.
- Ensure successful UAT, deployment, and post-go-live support.

Data, Analytics & Governance

- Ensure data quality, governance, and compliance across GTM applications.
- Drive reporting, dashboards, KPIs, and business analytics capabilities.
- Support integration of CRM, Loyalty, DMS, ERP, and other enterprise systems.

Functional

- CRM Platforms (Salesforce)
- Loyalty Management Solutions
- Distributor Management Systems (DMS)
- Channel & Customer Management Processes

Technical

- Enterprise Application Management
- System Integration & APIs
- Data Management & Governance
- Reporting & Analytics
- Cloud Applications

Requirement:

- 10 - 12 Yrs of Exp into GTM Applications (CRM, Loyalty & DMS) with managerial experience.
- B.E./B.Tech, MCA, MBA or equivalent as your educational qualification
- Experience managing Sales, Marketing, Channel, or Customer Engagement applications.
- Strong understanding of distributor-led business models and GTM processes.
- Proven track record of delivering enterprise application projects and managing vendors.
- Experience in Manufacturing, Building Materials, Consumer Goods, or Distribution-driven industries.
- Stakeholder Management
- Vendor Management
- Project & Program Management
- Business Process Improvement
- Team Leadership & Collaboration