1. Chandrukumara C M
Phone: 09446575583 Mail: chandru599@gmail.com
PROFILE
 Dynamic sales person with over 8 years of FMCG industry experience,handlingmultipleroles in Sales,TradeMarketing&
Distribution and Business Development
 Experience in drivingsales & distribution across different geographies ranging from Metro Markets to lower pop-group
markets (up to 10K)
 Rich experience in managing sales teams (both on company as well distributor roles) to deliver sales & productivity
objectives
 Excellent understanding of sales systems & processes, and have worked closely with Assistant Manager on tasks like
estimation& stock control, track & reconciliation of distributor claims, D&D management etc.
 Adept at anchoring new product launches, designing channel specific inputs and trade marketing implementation.
WORK EXPERIENCE – ITC Limited, 2007- Till date
Area Manager, Education Stationery product Business, South Karnataka June’15-Till date
 Handling a Team of Area Executives & distributor network and marketing operations for ESPB Division in Upcountry
Karnataka south circle.
 Consistently achieving all Value & Share Targets as per plan.
 Appointing New sales arrangements in selected Area’s to fill the working capital gap increasethe Distribution & service
level.
 Achieving credit recovery as per the norms.
 Anchored channel specific initiatives likeSeason order booking& QPS (GB ) SWD channel to establish foothold in this key
channel for ITC ‘s Classmate & Saathi portfolio
 Successfully handled the launch of Art stationery products & new pen variant launches , which is the Third biggest volume player in
the category within 10 months of launch and has 60% weighted distribution; achieved through a set of key TM&D i nitiatives in
conjunction with BTL inputs
Area Manager, Education Stationery product Business , North Kerala June 2014 –June 15
 Handled a team of Area Executives & a distributor network and Marketing Operations for ESPB Division in North Kerala
Region.
 Instrumental in developing Stockist as a channel partner for increasing rural penetration and building demand in lower
pop-group markets up to 10K
 Anchored multiplelaunches likeITC’s Saathi NB category to brand extensions in ClassmatePen’s GB & AS and played a
key role in sustaining and guarding Market sharesin the markets handled
 Played key role in key activities like driving channel specific targets, designing inputs,consistently maintain increased
share of facing and visibility in retail shelves to drive trade & consumer preference
 To increaseworking capital Gap – (seasonal business & high volume & Value T/o Mar to June) appointed 6 New NSA in
North Kerala. Resulted in achieving set plan No’s & increase weighted & numeric distribution.
 To overcome issues credit recovery – done a Investment check in all WD points, Meeting all Business partners, credit
ageing analysis, Continues regular fallow up helps in 100% credit recovery.
 Excellent understanding of sales systems & processes, and have worked closely with Assistant Manager on tasks like
estimation& stock control, track & reconciliation of distributor claims, D&D management etc.
Area Executive, Foods, Mysore (Karnataka) May 2012- May 2014
 Working as the company’s face to distributor at a time when ITC forayed into Personal Care Business
 Leadinga team of 34 TM supervisors and salesmen and managing6 distributors and C&F operations for Mysore& Mandya
dist.
 Experience in negotiating with trade at the last mile in product placement of a completely new product portfolio
Area Executive, Foods and Personal Care Business, Davangere (Karnataka) Sep’08-Nov’12
 Managed a team of 20 Tm Supervisors and salesman and 10 distributors across 10 districts in Davangere section
Area Executive, ESPB , South Karnataka Sep ’07-Oct 08

2.  Created Distribution infrastructure across south Circle 7 NSA & 14 Stockiest. done a initial business of 1.47 Cr .
KEY SKILLS &AREAS OF EXPOSURE
Sales &Marketing
 Analyzing market trends, sales performance across channel types, geographies and trend belts
 Planning & executing distribution drives to achieve volume and value targets
 Implementing trade & consumer promotions as a part of brand/trade marketing interventions
 New launchesin terms of entry into newercategories to brand/product line extensions
 Keeping a track of competition
Business Development
 Creating business development strategies to enhance profitability including niche channels likeInstitutional,Stockist
 Exploring new channels & tapping into profitable business opportunities
 Implement Market Segmentation & penetration strategies to increase distribution strength
Channel Management
 Develop and sustain the existing network and effectively manage the supply chain& credit management
 Expand the dealer infrastructure and appoint new partners in untapped markets
 Evaluate performance & monitor distributor sales and marketing activities
 Manage distributor’s cash flow to reduce variance against actual and planned remittances
Training & People Development
 Implement Development Plans for own & distribution teams through effective useof both internal and external resources
 Provide effective leadership to team & customers to continuously achieve higher standards of performance through
knowledge, training & development, building & maintaining team spirit and being result & task oriented
 Provide training to team members and customer groups – including demonstration of personal selling skills
EDUCATIONAL QUALIFICATIONS
 MBA (Marketing) from ICFAI (Davangere) in 2005-2007
 B.A from ARG Arts & Commerce college Davangere , Kuvempu University (Davangere) in 2005
TRAINING
 WDIS – (Wholesale Dealer Information System) - Sales Tracking Software for the distributors
 SAP/ERP end user training program
 Order Capture & Delivery System – A workshop aimed at enhancing selling skills and imparting improved delivery
mechanism
 Comparative study of the Sales/Marketing practices of other FMCG companies vis-à-vis ITC ltd
 Merchandising options in Coke vis-à-vis ITC Ltd
PERSONAL DETAILS
Date of Birth :5th May, 1984
Languages Spoken : English, Hindi, Kannada,
Permanent Address : s/o Manjunatha C H , Attigere (post) Davangere Tq, Dist ,Pin 577514
Current Address : #5452, Shiva krupa,1 st Floor ,Near Swami Vivekananda residential school ,Banashakari
badavane , Vidya Nagar Davangere .Karnataka