CUMI is transforming its current distribution and sales systems and processes to reach to retailers , influencers, users in a planned manner as to develop salience and affinity for CUMI. This role requires the position to lead this effort in building a distribution channel of Super stockist and Retail distributors to service these retailers supported by a sales team while leveraging the market activation team. About the Company Carborundum Universal Limited (CUMI), a part of the Murugappa Group, is a leading Materials Sciences Engineering solutions provider with a revenue of Rs. 2,631 crores. CUMI has over 5,000 employees worldwide and a wide geographical presence spanning five continents and exports products to over 43 countries. 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. 11. Tracking (and correcting) a. Product visibility in Shelves b. Promotion investment Vs Returns. (For schemes etc) c. Market Activation Efforts Vs Results in improving counter /retail shares 12. Facilitating studies for consumer insights, evolving trends wrt application, usage efficiency upon market interaction, and reporting them to Product Heads, R&D, Application engineering 13. GTM planning for Sales of new and existing products and promotional support along with Marketing and Activation team. Effectively leveraging market activation efforts as to gain larger counter presence in retail shelves. 14. Ensuring harmonious co-working with Retail Distributors by defining the secondary sales road map in a clear manner outlining CUMIs as also Distributors, Distributors sales team roles and building in a Co-Winning Spirit among all channel levels. 15. Ensuring all in the team adhere to the CUMI culture of Transparency, Fairness, Responsiveness. 16. Ensuring corporate product management agendas as Trials, Sampling, Feedback interviews are facilitated and conveyed to the head office. Candidate Desirables : Ability to micro plan through detailed Annual Operating plans for SKU level, stacking up to PMG and retailer, month, geography Ability to understand application specifics of the Product and ideate upon its business expansion and usage • Ability to lead the team and be sensitive to their aspirational and developmental needs Ability to Implement key business processes @ the field level and ensure their execution by guiding the Sales Executives. Conversant with at least two languages besides Hindi. Education : Graduate with desirable Post Graduation (MBA) from an institute of repute Experience : 7-12 years of work experience.

CUMI is transforming its current distribution and sales systems and processes to reach to retailers , influencers, users in a planned manner as to develop salience and affinity for CUMI. This role requires the position to lead this effort in building a distribution channel of Super stockist and Retail distributors to service these retailers supported by a sales team while leveraging the market activation team. About the Company Carborundum Universal Limited (CUMI), a part of the Murugappa Group, is a leading Materials Sciences Engineering solutions provider with a revenue of Rs. 2,631 crores. CUMI has over 5,000 employees worldwide and a wide geographical presence spanning five continents and exports products to over 43 countries. Key Responsibilities: 1. Retail coverage of the established network through the method of journey plan and place the stocks on the visible shelf space. 2. Increase our product reach, increase number of counters, develop new customers, and identify Distributors for ASM. 3. Generate secondary sales Techno commercial discussion at Sub-dealers, traders, and end users 4. Build our Channel by secondary orders- new product placement new customer share shift to achieve area targets. 5. Handle the channel network such that CUMI`s products are always available at consumption points, to ensure that we dont lose any sales due to stock outs. 6. Record sales as per systems and software. 7. Coordination with Activation team to build market. 8. Identifying key retailers and building relations. 9. Data analysis and self-evaluation 10. Range selling of all products to be sold 11. Merchandising of product at retail 12. Retail distributor management. Order taking, ensuring market deliveries of orders booked, self working of RD. 13. Expand business and retail coverage year on year 14. Expand products range sold by RD to retail 15. Outstanding management 16. Ensure rates and price list is followed 17. Management of wholesale in his area. Ensuring price list is followed. 18. Scheme management equitable distribution of offers and trade schemes 19. Distributor appointment in identified areas 20. Identification of key dealers A & B and ensuring their regular coverage and sell in as per potential Position Candidate Desirables : Key Skills: a. Functional: Selling skills, data management, business understanding, ability to understand key business processes and their relevance to operational success b. Behavioural: Affiliative skills, ability to build bonds with all key stakeholders, Integrity and confidentiality. Education: Graduate / Post Grad Diploma/MBA Experience: 3 -4 years in FMCD/FMIG/Building materials