JOB SUMMARY The Area Sales Manager is responsible for the planning and implementation of equitable market coverage over the region to drive business results. Reporting to the Zonal Sales Manager, the role heads the sales team for the region, working closely with them to achieve and exceed value and volume sales targets. KEY RESPONSIBILITY AREAS Market Coverage - Plan district-wise (rural and urban) 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 &amp; 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/ASEs and DBSRs/PSRs 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 and sub-DBs by TSIs/DBSRs 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 them 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/ASEs, DBSRs/PSRs, communicate company policies and other relevant information and build enthusiasm. - Set annual targets for all SOs, TSIs, ASEs and distributors for each product based on trends and seasonality and communicate to them appropriately. - Appraise periodically the performance of each TSI/ASE against set standards of performance. Identify areas of strength and improvement, develop &amp; 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 WORKING RELATIONSHIPS Internal Contacts - Marketing team - Trade marketing team - Key accounts - Finance team - Supply chain team External Contacts - Distributors/stockists - Wholesalers and retailers/sub-distributors - Third-party contractors EDUCATION AND EXPERIENCE REQUIREMENTS Essential - MBA from a tier I B-School with 1+ years of experience in field sales/10+ years of field sales IN FMCG Preferred COMPETENCIES AND SKILLS - Good interpersonal skills to navigate cross-functional teams - Able to work under pressure and meet deadlines - Capable of managing a team - Proactive and ability to handle ambiguity - High energy and drive - High planning and priority setting skills - Highly consumer and customer focused - Proven analytical and critical thinking skills ADDITIONAL REQUIREMENTS - Willingness to travel About RB Want to make an impact and have the freedom to succeed? Then this just may be the place for you! We are an FTSE 20 company headquartered in the UK, with physical offices across over 60 markets globally, and products being sold across 190 countries. At RB, we are united by our purpose help people lead healthier and happier lives. Some of our products include brands like Dettol, Lysol, Harpic, Durex, to name a few. At RB Health, we are driven towards creating innovative solutions to put health in your own hands. Our health business has a unique and compelling portfolio including Infant and Child Nutrition, health relief, health hygiene, health and wellness and Vitamins, Minerals and Supplements, spanning the whole of lifes journey. You'll succeed because You are functionally sound and have the confidence to lead others, enjoying the challenge of delivering under pressure, and maintaining composure in a fast-paced environment where change is embraced. You share our core values of responsibility, ownership, entrepreneurship, achievement and partnership, are positive, ambitious and are driven by purpose. You'll love it here because At RB, our inclusive culture and unique people distinguish us from the competition. Were united through the shared belief that everyone, everywhere, should be free to enjoy Healthier Lives and Happier Homes. Its a big ambition, but were determined to make it happen. Our vibrant workplaces around the world provide space for people to grow as individuals whilst also working dynamically across diverse teams. It sums up our ambitious and bold approach to working and winning together. The concept of freedom is in our DNA freedom to be yourself without judgement, freedom to challenge the status quo, freedom to develop and grow, freedom to define your own rules, freedom to take risks, freedom to choose. For us, it is this freedom that we celebrate each day, every day. Its this approach that drives us to aim higher, so we can experience more, and have a positive impact on the world we live in. Come join us in this beautiful journey! To know more about career opportunities, visit us on www.rb.com. To keep up to date with us, follow us on: LinkedIn: https://www.linkedin.com/company/discoverrb/ Facebook: https://www.facebook.com/RB.in/ You can also find us on Instagram and Twitter. You may share or read reviews on Glassdoor. RB is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other basis protected by appropriate law. All hiring decisions are made based on merit, competence and business need.

Pune

Reckitt Benckiser - Area Sales Manager - Health BU - South Maharashtra - IIM/FMS/MDI/XLRI 

Reckitt Benckiser - Area Sales Manager - Health BU - South Maharashtra - IIM/FMS/MDI/XLRI  ,Job Description for Reckitt Benckiser - Area Sales Manager - Health BU - South Maharashtra - IIM/FMS/MDI/XLRI  in Reckitt Benckiser in  Pune for (2-3) years of experience. Apply Now!

Job Description for Reckitt Benckiser - Area Sales Manager - Health BU - South Maharashtra - IIM/FMS/MDI/XLRI  in Reckitt Benckiser in  Pune for (2-3) years of experience. Apply Now!