The Area Sales Manager (ASM) at Reckitt Benckiser is responsible for delivering stretch sales and shipment targets, coverage, and in-store presence (Distribution, Shelving, Pricing, and Merchandising) across channels within their area of responsibility. The ASM ensures excellent execution of company schemes and priorities while driving a capability-focused culture within both the internal team and the distributor's organization.
Key Responsibilities
Strategic Planning: Develop business development strategies, align distributor expectations, and lead monthly business reviews in the assigned territory.
Collaboration: Partner with Distributors (DB) and the Reckitt HQ team to deliver on innovations and business expectations.
ROI Management: Collaborate with distributor teams to achieve target ROI on business operations.
Performance Evaluation: Regularly assess services rendered, coverage/distribution gains, and the financial health of distributors.
System Development: Establish systems to ensure timely settlement of distributor claims and efficient stock delivery.
Financial Monitoring: Constantly monitor distributor stocks, sales, and trade receivables, taking corrective actions as needed to maintain a healthy business.
Business Development: Identify and develop new opportunities through data analysis and frequent field visits.
Territory Management: Plan and implement systematic area coverage, modifying plans as required to ensure efficiency.
Sales Forecasting: Provide brand-wise and SKU-wise sales forecasts on a rolling three-month basis to ensure optimum stock availability.
Team Development: Conduct orientations and ongoing training for Territory Sales Managers (TSMs), focusing on coaching, sales fundamentals, and selling skills.
Barrier Removal: Support the team and distributor staff in driving distribution growth and removing operational barriers.
Appraisal: Periodically appraise the performance of direct reports against established standards.
Requirements
Education: A Bachelor’s Degree or Higher National Diploma (BA/BSc/HND) in a relevant field.
Experience: At least 4 years of experience in an active field selling role.
Sector Expertise: A demonstrated track record in international sales or export management roles.
Technical Knowledge: Deep understanding of export regulations and the preparation of related trade documentation.
Analytical Skills: Strong analytical ability to forecast and plan using available sales data.
Business Acumen: High business and financial acumen with the ability to accurately read business trends.
Communication: Exceptional communication and negotiation abilities, with comfort in multicultural interactions.
How to Apply
Interested and qualified candidates should apply online via the Reckitt Benckiser recruitment portal on SuccessFactors. Follow the link below to access the official application page.
Interested and qualified candidates should go to the Reckitt Benckiser application page on career2.successfactors.eu by clicking the apply button or using this link: Apply Now.
