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

Mumbai

Anywhere in India/Multiple Locations

Reckitt - Senior Area Sales Manager 

Reckitt - Senior Area Sales Manager  ,Job Description for Reckitt - Senior Area Sales Manager  in Reckitt Benckiser India Private Limited in  Mumbai Anywhere in India/Multiple Locations for (4-6) years of experience. Apply Now!

Job Description for Reckitt - Senior Area Sales Manager  in Reckitt Benckiser India Private Limited in  Mumbai Anywhere in India/Multiple Locations for (4-6) years of experience. Apply Now!