Job Description
About The Role BirlaPivot is the B2B e-commerce and distribution platform of Grasim Industries (Aditya Birla Group). We are building a razor-focused Safety category — asset-light and margin-accretive — serving manufacturers, pharma, and EPC/infrastructure buyers across India. This is a builder’s role. You will run the category ramp-up from the front: sign the OEM ecosystem, set the assortment and pricing, guarantee fulfilment, and own the P&L. We are looking for a rock-solid operator who can take the category from launch to a multi-crore monthly run-rate — and set the playbook while doing it. What We Need — The Non-negotiables The right person brings all six of these on day one: - Safety OEM ecosystem. A deep understanding of the safety OEM landscape, having worked with all the top brands across every safety category — with the relationships to back it. - Post-order mastery (OTIF). A deep grasp of the post-order journey and a demonstrated ability to deliver 99% OTIF against demand. - Ownership & hustle. Rolls up the sleeves and gets it done — takes 100% ownership of every enquiry and every order that comes in. - Gross-margin track record. A proven record of improving gross margin by leveraging best industry practices. - Thrives in ambiguity. Operates in a large, ambiguous environment and still drives high-performance, high- impact outcomes for the category. - Growth across KPIs. Demonstrated growth across all core category KPIs — not one metric, the whole scorecard. Key Responsibilities - Supplier & OEM ecosystem — Onboard and manage the top safety brands; negotiate commercial terms, rebates and preferred/exclusive arrangements; build a reliable, redundant supply base so we never miss demand. - Assortment, pricing & margin — Own the SKU strategy and right-spec selection; build the pricing and quote-to-order architecture with clear discount governance; relentlessly expand gross margin. - Private label / own brand — Build the own-brand range as the category’s margin engine — spec, source, certify and position value products against branded alternatives. - Fulfilment & post-order excellence — Own OTIF (target 99%); design the post-order journey with operations and logistics; manage returns, replacements and quality complaints to protect trust. - Enquiry & order ownership — Take end-to-end ownership of every enquiry and order — quote fast, unblock issues, and be the single escalation owner until it’s delivered and invoiced. - Category P&L & growth — Own category revenue, gross margin and contribution; deliver the ramp plan and grow every core KPI quarter on quarter. - Cross-functional leadership — Orchestrate sales and tele-calling, operations, finance/credit and product/tech to convert demand into fulfilled, profitable orders — and support the dedicated KAM motion. - Systems, data & ERP — Run the category on data — build the dashboards, work the platform/ERP, and help integrate customers’ ERPs to make BirlaPivot their default for safety. - Compliance & quality — Guarantee genuine, certified products (BIS/ISI, CE, EN) and full regulatory adherence; zero tolerance on counterfeits. What Success Looks Like (first 12 Months) You will be measured on the whole scorecard, not a single line: - Revenue & run-rate — deliver the category ramp to the agreed monthly run-rate. - Gross margin % — expand margin via mix, negotiation and private label. - OTIF — sustain 99% on-time in-full against demand. - Supplier base — active brands onboarded and year-on-year improvement in commercial terms. - Quote-to-order conversion & fill rate — speed and reliability on every enquiry. - Private-label mix % — grow own-brand share of category revenue. - Customer retention, repeat rate & NPS — turn first orders into standing accounts. - Working-capital efficiency — keep the model asset-light and cash-smart. Must-have Qualifications - 8–12 years in category management, B2B distribution, or industrial/safety products (adjust to band). - Direct experience in safety / PPE / industrial MRO strongly preferred, with live OEM relationships. - Proven 0→1 or hyper-growth category scaling, with hard numbers on revenue and margin. - Strong negotiation, commercial acumen and data/analytics fluency (Excel/BI). - Bachelor’s in engineering or business; MBA preferred. NICE TO HAVE - Exposure to private-label development and sourcing. - Familiarity with credit- and working-capital-led B2B models. - Experience building and leading a small category team. - Understanding of safety standards and certification regimes. Who You Are Owner’s mindset with a strong bias to action. Comfortable in ambiguity and energised by building. Data-driven, customer-obsessed, and uncompromising on integrity — especially on genuine, certified product. The kind of operator who runs toward the hard order, not away from it.