Reckitt - Area Sales Manager

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