Reckitt Benckiser - Zonal Sales Manager (6-7 Yrs), Anywhere in India, Sales, FMCG Sales, Key Account Management, Distribution, Channel Management, IIM MBA Jobs - Iimjobs

6/5/2015
ReckittBenckiserZonalSalesManager(67yrs),AnywhereinIndia,Sales,FMCGSales,KeyAccountManagement,Distribution,ChannelManage
(http://www.iimjobs.com/r/23730-shikha-sinha)Posted by
Shikha Sinha (http://www.iimjobs.com/r/23730-shikha-
sinha)
HR at Reckitt Benckiser
29 May 2015; Job Code: 222488;
Location: Anywhere in India (http://www.iimjobs.com/c/filter/sales--marketing-jobs-in-anywhere-in-india-14--0-0-1.html)
Views: 1890; Applications: 475; Recruiter Actions: 0
ReckittBenckiser-ZonalSalesManager(6-7yrs)
#Sales (http://www.iimjobs.com/k/sales-jobs-155.html)
#FMCG Sales (http://www.iimjobs.com/k/fmcg-sales-jobs-156.html)
#Key Account Management (http://www.iimjobs.com/k/key-account-management-jobs-399.html)
#Distribution (http://www.iimjobs.com/k/distribution-jobs-224.html)
#Channel Management (http://www.iimjobs.com/k/channel-management-jobs-148.html)
We at RB are looking for a Zonal Sales Manager. The Zonal Sales Manager achieves and exceeds value and
volume sales and 4P objectives through an efficient and effective sales force within the budget, time and
policy parameters.
Scope/Dimension of the Role

The Zonal Sales Manager reports to the Regional Sales Manager and heads the Sales team in the zone. The
role holder interacts continuously with the Marketing, Key Account, Finance and Supply team.
Responsibilities
Overall Sales responsibility of the region
- Achieve month wise sales objectives for entire product range
- Delivery NR, IMS, Distribution, Visibility, etc figures
Coverage, Direct & Indirect Distribution

- 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
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- Distribution : Set, monitor and ensure achievement of brand wise, area wise distribution targets for outlets
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- Evaluation, reporting: Study retail audit

data, on market share and distribution trends, develop innovative
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- 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
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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.
People
- Plan and initiate timely recruitment of all sales personnel in the region ensuring complete manning
- 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.
Professional Attributes
- Qualification- MBA (Sales and Marketing)
- 6+ years of experience in a FMCG environment
- Strong knowledge of field sales
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Personal Attributes
- Team working spirit and excellent communication skills
- Highly motivating and encouraging as a guide
- Results oriented, entrepreneurial and self-motivating
- Tenacious and resilient, driven to achieve even when faced with obstacles
- Leadership and interpersonal skills capable of building strong working relationships and influencing and
customers and internal teams
- Sound commercial understanding of business issues and opportunities
- Clear understanding of sales and marketing strategy and planning issues
- Strong analytical skills with ability to develop strategies, tactics and measurable implementation
About RB
RB is different: 'good enough' isn't good enough here.
RB is the world's leading consumer health and hygiene company, with sales in nearly 200 countries and
operations in over 60 countries. Every day, we strive to find even better ways to give people innovative
solutions for healthier lives and happier homes - making a real difference.
It it's tried and tested, we challenge it. We continually invest in research and innovation to stay ahead of the
game. In fact, we are changing the game in consumer health, working with people to challenge conventional
thinking - whether it is product, packaging and delivery, consumer information or marketing. That's how we
keep generating the breakthrough thinking and ideas that built 19 iconic Powerbrands around the world
with well-loved names such as Nurofen, Strepsils, Mucinex, Dettol, Lysol Finish and Vanish.
Ranked in the TOP 20 on the London Stock Exchange, our relentless drive to change the game and
outperform has trebled our revenue since 2000 and quadrupled our market cap.
We- re just as demanding of our social and environmental impact too. We've cut our carbon footprint by
20% in just 5 years and set new 2020 targets; cutting water use by a 1/3, carbon by a 1/3 again, and for a 1/3
of sales to come from more sustainable products. As one of Save the Children's largest partners, we are now
committed to - Save a Child Every Minute- by helping stop deaths from diarrhea.
Thrive in a game changing environment of high autonomy and accountability- Keen to be at the heart of the
fastest growing health and hygiene company
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Visit rb.com for more information on our career opportunities and graduate programmes.
Keep up to date with us on LinkedIn, Facebook, Twitter, Learn how to Brand Me and RB employee blog.
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Reckitt Benckiser - Zonal Sales Manager (6-7 Yrs), Anywhere in India, Sales, FMCG Sales, Key Account Management, Distribution, Channel Management, IIM MBA Jobs - Iimjobs

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6/5/2015

Shikha Sinha (http://www.iimjobs.com/r/23730-shikha-

Scope/Dimension of the Role

Coverage, Direct & Indirect Distribution

- Evaluation, reporting: Study retail audit

Forecasting and planning

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