Area Sales Manager

Requirements

• 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
  

• 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.