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ZSM South, Health

Job Title : Zonal Sales Manager - South

Reports to : Regional Sales Manager

Base Location : Bangalore

No of Direct Reports: 4-7

Experience : 6+ years in a FMCG environment (Top B-schools)

We at RB are looking for a Zonal Sales Manager or ZSM for South for our Health BU. 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.

The role holder interacts continuously with the Marketing, Key Account, Finance and Supply team. Externally the role holder interacts with the distributors and the stock holders. 

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

- Define and communicate coverage norms and ensure implementation within these guidelines.

- 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

- Distribution : Set, monitor and ensure achievement of brand wise, area wise distribution targets for outlets under direct coverage

- Evaluation, reporting : Study retail audit data, on market share and distribution trends, develop innovative plans in consultations with ASM/ Marketing/ RM and implement the same.

- 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 

- Training team members to gain shelf to maximize placement vis-a vis competition and objectives

- Ensure that all managers, TSIs and DBSRs are adequately equipped with the merchandising kit

Distributor and Super Stockist management :

- Monitor constantly the sales and inventories of major distributors and take corrective actions where required, take appropriate measures to activate and retain distributors

- Ensure timely service to the distributors, in the areas of delivery of stocks, adjustment of credit notes etc. 

- Recruit and select (and set up appropriate systems for the same) distributors in the region as per he desired profile to ensure proper service to the market and their contribution to our business as per norms

- Ensure contact to distributors as per company norms, to share information and motivate them so that they are fully involved in the business. 

- Review client structure periodically and define appropriate norms to assess contribution to business service rendered, area covered, financial condition etc. and take appropriate corrective actions 

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.

- Suggest and plan innovative solutions to achieve the desired business growths 

People :

- Plan and initiate timely recruitment of all sales personnel in the region ensuring complete manning

- Ensure that all new people who join the region are inducted well, and as per a well defined system

- 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.

- Appraise periodically, the performance of direct reportees against agreed standards of performance, identify areas for improvement and implement training / developmental plans and ensure its implementation.

- Study all the TSI appraisals sent by ASMs and implement a fair and objective performance management system.

- Manage the aspirations of the entire sales team in line with the career progression policy of the company and ensure that the employee turnover of the company of the sales team is within acceptable limits. 

- Maintain open communication with managers, staff to succeed in building and maintaining enthusiasm and a positive attitude in all of them

- Carry out timely disciplinary measures and separation procedures as appropriate within the company guidelines. 

Reporting :

- Ensure timely and accurate reporting from the region; meet all reporting schedules to HO.

- Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary. 

- Plan and undertake travel to meet all contact norms

- Highlight any special achievement of managers, TSIs.

PROFESSIONAL QUALIFICATIONS/ EXPERIENCE :

- Qualification- MBA (Sales and Marketing) (top B-schools)

- 6+ years of experience in a FMCG environment 

- Strong knowledge of field sales

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. Every day, across 60 countries, we work with the best people to challenge conventional thinking and strive to find even better ways to give people innovative solutions for healthier lives and happier homes. That's how we generate the game-changing ideas that built 19 iconic Powerbrands around the world well-loved names such as Nurofen, Strepsils, Durex, Mucinex, Veet and Dettol. 

- Keep up to date with us on LinkedIn, Facebook, Twitter, Learn how to Brand Me and RB employee blog.


Job Segment: Medical, Healthcare

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