Manager-GTM

The Role:

The Country Go-To-Market (GTM) Manager is responsible for developing and executing strategies to drive the successful launch, sales, and profitability of smartphones in a specific country. This role focuses on mid-to-long-term strategic planning, end-to-end product lifecycle management, and achieving key financial and operational metrics. The GTM Manager ensures alignment between global objectives and local market execution, delivering sustainable growth and profitability.

Key Responsibilities

1. Market Analysis and Opportunity Identification

• Conduct comprehensive market analysis to identify growth opportunities, focusing on:
• Consumer Insights: Understand local consumer preferences, purchasing behavior, and demand drivers.
• Market Overview: Analyze overall market size, growth trends, and demand patterns.
• Price Segments: Evaluate product positioning across different price tiers to optimize market coverage.
• Competitor Analysis: Monitor competitors’ products, pricing, promotions, and market share to identify gaps and opportunities.
• Internal Capabilities: Assess the company’s strengths, weaknesses, and product portfolio fit for the market.
• Channel Dynamics: Analyze distribution channels (retail, e-commerce, telecom operators) for efficiency and reach.
• Marketing Trends: Identify effective marketing strategies and campaigns tailored to local preferences.

       2. Mid-to-Long-Term Strategic Planning

• Roadmap Development: Create and maintain a strategic roadmap for product launches, market/channel expansion, and growth initiatives in the country, aligning with global product strategies.
• P&L Projection: Create and maintain a multiple year P&L projection that achieves the business goal, including revenue, gross margin, and net contribution.

       3. End-to-End Product Lifecycle Management

• 4P GTM Strategy:
• Product: Select smartphone models and configurations to meet market needs.
• Place: Determine target customer segments and optimal distribution channels.
• Price: Develop pricing strategies to balance competitiveness and profitability.
• Promotion: Create localized marketing and promotional campaigns to drive sales.
• Pricing/Sales Policy Management:
• Establish initial and PLC pricing strategies based on market and competition.
• Adjust pricing and sales policy dynamically in response to market conditions, competition, and lifecycle stage.
• Manage promotional budgets to optimize sales expenses.
• Inventory Management:
• Forecast total lifecycle demand and ensure supply aligns with market needs.
• Implement rolling demand forecasts to adapt to market changes.
• Manage channel inventory allocation to maintain healthy stock level (DOS).

        4. Business Operations and Financial Management

• Profitability Oversight: Monitor and optimize key financial metrics, including gross sales, expenses, and net profit.
• Cost Control: Manage sales and marketing expenses to maximize return on investment.
• Performance Tracking: Use data-driven insights to evaluate sales performance, channel efficiency, and campaign effectiveness.

       5. Cross-Functional Collaboration

• Work closely with global product, marketing, channel, and supply chain teams to ensure seamless execution of GTM strategies.
• Partner with local distributors, retailers, and telecom operators to expand market reach and strengthen relationships.
• Coordinate with regulatory teams to ensure compliance with local laws, certifications, and import requirements.

Key Performance Metrics

• Sales Volume: Achieve targeted unit sales for each product and launch.
• Revenue and Profitability: Achieve the revenue, gross margin, and net contribution goals.
• Inventory Turnover: Maintain healthy inventory levels with efficient PSI management.

Qualifications

• Education: Bachelor’s degree in business, marketing, or a related field; MBA preferred.
• Experience: 5–10 years in marketing, sales, or business development, ideally in the smartphone or consumer electronics industry.
• Skills:
• Deep understanding of local market dynamics, consumer behavior, and competitive trends.
• Strong analytical skills to interpret market data and financial metrics.
• Expertise in pricing, inventory forecasting, and channel management.
• Excellent communication and negotiation skills, with fluency in the local language and English (if applicable).
• Proven ability to manage complex, cross-functional projects with tight deadlines.
• Competencies:
• Strategic thinking with a focus on long-term growth.
• Customer-centric approach to product and marketing strategies.
• Agility to adapt to fast-paced market changes.