Area Sales Manager at Reckitt Benckiser

About the role

• The Area Sales Manager (ASM) is responsible for delivering stretch sales and shipment target, coverage, and in-store presence (Distribution, Shelving, Pricing and Merchandising) across channels in the area of responsibility. The ASM is also accountable for ensuring excellent execution of Company’s schemes and priorities and responsible for driving the capability culture within the Team and the Distributors’ organisation.

Your responsibilities

• Responsible for business development strategy, Distributors’ expectations alignment and monthly business review in assigned territory.
• Collaborates with Distributors (DB) and Reckitt HQ team to deliver expectations and innovations.
• Collaborates with Distributor team to deliver target ROI on Distributor business.
• 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.
• Monitor constantly Distributor stock, sales, and trade receivables of distributors and super stockists and take corrective actions if and as required, to ensure that the business is healthy.
• Responsible for identifying and developing new business opportunities. This involves analysing hard data and extensive field visit with TSM.
• Ensure proper planning of area coverage plans and the implementation of systematic coverage of the territory and evaluate and modify the same at regular intervals.
• Forecast brand wise/ SKU wise sales within accuracy norms every month on a rolling basis for three months to ensure optimum stocks at the DB locations.
• Responsible for conducting orientation and on-going training with Territory Sales Managers, focusing on coaching cycle, sales fundamentals, Selling Skills and other relevant Skills.
• Responsible for training the Team and the Distributor Teams on driving distribution growths as per the plan, identifies barriers and provide supports, as necessary, in removing the barriers.
• Identify areas of strength and improvement, develop & implement training plans in consultation with HR and Line Manager.
• Appraise periodically the performance of his reports against set standards of performance.

The experience we're looking for

• Demonstrated track record in international sales or export management roles.
• Deep understanding of export regulations and the preparation of related documentation.
• Exceptional communication and negotiation abilities, comfortable with multicultural interactions.
• Strategic market analysis skills, with a talent for spotting and seizing new business openings.
• High business and financial acumen and being able to accurate read business trends.
• Minimum 4 years in active field selling role.
• Should have strong analytical skills and should be able to forecast/plan with available sales data.
• Degree in relevant fields