Area Sales Manager- Retail

- 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 stockiest and Retail distributors to service these retailers supported by a sales team while leveraging the market activation team.

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 Outstanding and Inventory.

3. Implementation of the distribution strategy : Identifying the type of retail counters to be serviced and optimally utilizing 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.

17. Being on top of competition information wrt

- Price Mapping

- Feature -Advantage based Positioning

- Market Structure and Sizing

- Total Market

- Organized Market

- Un-Organized Market

- Addressable market size

- Industry exposure : FMCD / White Goods, Appliances / Building materials / Sanitary, Hardware

Must have :

1. Exposure to the states Punjab, Haryana, Chandigarh, J&K

2. Already working in similar capacity

3. Extensive exposure of retail sale

4. Experience in Building Materials, Paints, Hardware industries

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