Reckitt Benckiser - Zonal Sales Manager - East

Overall Sales responsibility of the region

- Achieve month wise sales objectives for entire product range

- Delivery NR, IMS, Distribution, Visibility figures

Coverage, Direct & Indirect Distribution

- Define and communicate coverage norms and ensure implementation within these guidelines.

- Outlet Coverage: Study, approve and ensure implementation of systematic and cost-effective coverage of outlets as per targets

- Drive business in institutions and the quotations business as per targets

- Distribution: Set, monitor and ensure achievement of brand wise, area wise distribution targets for outlets under direct coverage

- Evaluation, reporting: Study retail audit data, on market share and distribution trends, develop innovative plans in consultations with ASM/ Marketing/ RM and implement the same.

- Ensure proper identification, activation, and management of wholesale / modern trade channel and innovative distributor, coverage of outlets not under direct coverage

Placement

- Visibility: Timely proposals to HO on display plans for the region

- Ensure all POS material and creative merchandising material is used in the most effective manner

- Training team members to gain shelf to maximize placement vis-a vis competition and objectives

- Ensure that all managers, TSIs and DBSRs are adequately equipped with the merchandising kit

Distributor and Super Stockist management

- Monitor constantly the sales and inventories of major distributors and take corrective actions where required, take appropriate measures to activate and retain distributors

- Ensure timely service to the distributors, in the areas of delivery of stocks, adjustment of credit notes etc.

- Recruit and select (and set up appropriate systems for the same) distributors in the region as per the desired profile to ensure proper service to the market and their contribution to our business as per norms

- Ensure contact to distributors as per company norms, to share information and motivate them so that they are fully involved in the business.

- Review client structure periodically and define appropriate norms to assess contribution to business service rendered, area covered, financial condition etc. and take appropriate corrective actions

Forecasting and planning

- Set targets for all territories based on historical trends and future inputs for the full year and month wise

- Prepare rolling forecasts for the next three months for all SKUs and communicate them appropriately to the Head Office

- Actively participate and contribute to the quarterly meeting to achieve desired objectives

- Suggest and plan innovative solutions to achieve the desired business growths.

People

- Plan and initiate timely recruitment of all sales personnel in the region ensuring complete manning

- Ensure that all new people who join the region are inducted well, and as per a well-defined system

- Conduct and lead the communication meeting and ensure that the entire communication flows down appropriately right till all the TSIs, distributors, and DBSRs in the region

- Set objectives for and coach the ASMs in the team to ensure that they meet their objectives

- Appraise periodically, the performance of direct reportees against agreed standards of performance, identify areas for improvement and implement training / developmental plans and ensure its implementation.

- Study all the TSI appraisals sent by ASMs and implement a fair and objective performance management system.

- Manage the aspirations of the entire sales team in line with the career progression policy of the company and ensure that the employee turnover of the company of the sales team is within acceptable limits.

- Maintain open communication with managers, staff to succeed in building and maintaining enthusiasm and a positive attitude in all of them

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

Reporting

- Ensure timely and accurate reporting from the region; meet all reporting schedules to HO

- Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary

- Plan and undertake travel to meet all contact norms

- Highlight any special achievement of managers, TSIs