Area Sales Manager

Position Rationale:

State head role that implements the Sales effort in a defined, scientific manner for executing key sales, revenue and margin mandates of CUMI Abrasives, Creating:

External: a. Salience for CUMIs products on retail shelves b. Build affinity with trade, retail partners, influencers and customers. c. Leadership road maps for each of the 5 PMG that CUMI presents to the retail channel

Internal: a. The execution arm for executing key programs of Retail Business Group. b. Creating market vibrancy and momentum by pro-actively implementing programs for gains in distribution, market share, market creation c. Being visible in the market, effectively and efficiently responding to market stimulus

Key Responsibilities:

1. Achievement of stretch Top Line goals – measured in terms of: products sales, placement in retail counters, geographic, market share targets per period.

2. Managing growth plans within defined limits of Outstandings and Inventory.

3. Implementation of the distribution strategy: Identifying the type of retail counters to be serviced and optimally utilising the sales force for scientific, measured coverage and conversion as per set targets.

4. Ensuring key elements of the Sales Pitch are conveyed to Sales team, activation team and to retailers as to effective detail CUMI products and the competitive advantage in a cohesive, cogent manner.

5. Monitoring of Market Operating prices and taking decisions wherever disbalances are observed.

6. Deployment of market level strategies that yield Salience of CUMI in retail shelves and gain the trust of Retail partners - through in shop visibility, trade offers, competitive discounts and retail loyalty programs 7. Ensuring Bottom Line objectives of the business by Optimally deploying market related investments on the specific products as defined by the strategy.

8. Creating a high performance culture by motivating, rewarding, encouraging high performance teams of sales as well as run reward programs for the trade

9. Facilitating and Implementing training and other competency development programs of CUMI that sharpen skills of the team periodically for enhanced productivity.

10. Ensuring adherence to the CUMI work ethics and performance benchmarks while ensuring norms for callage, productivity, lines sold, regular reporting online for as well as for sales person for calls, analysis, correction of work input as required from time to time to continuously improve performance.