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Territory Manager - Nairobi DTR & South Rift

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

Territory Sales Manager (TSM) is responsible for delivering stretch sales and shipment targets, coverage, and in-store presence (Distribution, Shelving, Pricing and Merchandising) across channels in his/her locations. The role is also responsible for bringing all Reckitt's trade initiatives to live is his/her locations.
S/he is also responsible for building the capability of all Distributor's Team in his location(s).

Your responsibilities

Responsible for ensuring key performance indicators (Sales, Shipments, ECOs, Drop Size etc) are met in the assigned territory.
Collaborates with Distributors (DB) and Reckitt HQ team to deliver Targets
Evaluate at regular intervals, the services rendered, coverage and distribution gains
Monitor constantly Distributor stock, sales, and trade receivables of distributors 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 Distributor staff & ASM.
Ensure proper planning of territory coverage plans and the implementation of systematic coverage of the territory and evaluate and modify the same at regular intervals.
Responsible monitoring and reporting competitive activities happening within his locations in line with Reckitt's policies and assess the activities' possible impact on our business.
Forecast brand wise/ SKU wise sales within accuracy norms a month on months to ensure optimum stocks at the DB locations.
Responsible for training the location(s) Distributor's Sales Teams on all sales fundamentals and requisite selling skills needed to win in trade.
Responsible for ensuring the veracity of all data shared by the Distributors with Reckitt for his location(s).
Responsible for assisting ASM in proper verification of claims as per Reckitt's policies.

The experience we're looking for

Competence Required

Should have excellent communication skills.
Should be emotionally intelligent.
Should have strong analytical skills and should be able to forecast/plan with available sales data.
Should possess strong people-relations skills.
Should be able to multi-task with great problem-solving ability.

Professional Qualification Experience

Minimum of B.Sc. or HND in a relevant field, aligned with the business objectives.
Minimum of 2+ years of experience in Sales roles within the FMCG/CPG industry.

The skills for success

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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