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Area Sales Manager

City: Nairobi

We are Reckitt

Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.

Sales

Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in-stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 sales people across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.

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

The skills for success

Collaboration and partnership skills; Influencing.

What we offer

With inclusion at the heart of everything we do, working alongside our four global Employee Resource Groups, we support our people at every step of their career journey, helping them to succeed in their own individual way. We invest in the wellbeing of our people through parental benefits, an Employee Assistance Program to promote mental health, and life insurance for all employees globally. We have a range of other benefits in line with the local market. Through our global share plans we offer the opportunity to save and share in Reckitt's potential future successes. For eligible roles, we also offer short-term incentives to recognise, appreciate and reward your work for delivering outstanding results. You will be rewarded in line with Reckitt's pay for performance philosophy.

Equality

We recognise that in real life, great people don't always 'tick all the boxes'. That's why we hire for potential as well as experience. Even if you don't meet every point on the job description, if this role and our company feels like a good fit for you, we still want to hear from you. All qualified applicants will receive consideration for employment without regard to age, disability or medical condition; colour, ethnicity, race, citizenship, and national origin; religion, faith; pregnancy, family status and caring responsibilities; sexual orientation; sex, gender identity, gender expression, and transgender identity; protected veteran status; size or any other basis protected by appropriate law.

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