Reckitt - Area Sales Manager

Urgent Opening - Area Sales Manager - Pan India

Market Coverage :

- Plan sub-locality market coverage basis their population, profile, number of outlets, business potentials etc.

- Ensure proper planning- of area coverage plans & PJPs, their implementation of systematic coverage of the territory and evaluate and modify the same at regular intervals, keeping in mind the business growth, outlet expansion, and required coverage frequency & cost effectiveness

- Drive implementation of coverage plan by all team members through communication, monitoring and- feedback

- Monitor competitive activities in the market and assess their impact on our business- and develop, in consultation with ZSM, appropriate plans immediately to counter such activities

- Forecast brand wise/ SKU wise sales within accuracy norms every month on a rolling basis for three months to ensure optimum stocks at the CFAs

- Study historical trends and impact of different inputs to accurately forecast SKU wise business for the next month

Direct and Indirect presence and placement :

- Prepare distribution targets for all brands for all TSIs and communicate these to all SOs. Ensure that TSI sets these targets for all his distributors and communicates it to them

- Train - TSIs and DBSRs on driving- distribution growths as per the plan, identifies obstacles and develops innovative solutions to overcome them

- Manage, activate and drive the business in wholesale, maintaining a strict control on wholesale- rates

- Ensure- proper- coverage- of- all- wholesalers- by TSIs as- per- the- coverage- plan

- Consciously drive, monitor, and track range selling to ensure distribution continues to grow as per plan

Distributor/Stockist Management:

- Negotiate with distributors for services and investment in stock levels and market credits

- Evaluate at regular intervals, the services rendered, coverage and distribution gains, and financial status of the distributor

- Develop systems to ensure timely settlements of distributor claims, timely delivery- of- stocks and ensure proper service to the distributor to his satisfaction

- Monitor- constantly stock, sales,and market credit of distributors/ super stockists and take corrective actions if and as required, to ensure that the business is- healthy

- Ensure- the super- stockists are providing timely service to his distributors and are covering them at the right frequency so that the total business potential in the sub DB towns is fully- realized

Reporting/Administration :

- Maintain contact with ZSM/RM on regular basis and meet all deadlines of reporting schedules to ZSM/RM and ensure they are timely and accurate

- Organize timely preparation, submission,- and settlement of all distributor claims/ trade schemes/ damage stocks/ shortages/ final settlement etc.

- Ensure proper verification of claims as per company policy

Finance- targets :

- Monitor utilization of trade spends and ensure they are within budget limits

- Achieve monthly primary and- secondary value sales target of the area for the entire product range

People :

- Train field force and motivate the TSIs to enhance visibility in wholesale markets to drive indirect distribution and to maximize shelf space for products as per given objectives-

- Ensure and conduct effective communication meetings, adhere to market contact norm (50% of available maydays), train TSIs, DBSRs, communicate company policies and other relevant information and build enthusiasm.

- Set annual targets for all SOs, TSIs and distributors for each product based on trends and seasonality and communicate to them appropriately.

- Appraise periodically the performance of each TSI against set standards of performance. Identify areas of strength and improvement, develop & implement training plans in consultation with Sales Training Manager, HR and ZSM. Recommend timely confirmation, increments and rewards etc.

- Carry out timely disciplinary measures and separation procedures, as appropriate and within the company guidelines