Territory Sales Manager at Reckitt Benckiser Nigeria

About The Role

Scope & Dimension of the Role:

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

Key Accountabilities / Responsibilities

• Responsible for ensuring key performance indicators (Sales, shipments, ECOs, MSL etc) are met in his assigned territory.
• Collaborates with Distributors (DB) and Reckitt HQ team to deliver expectations and innovations.
• Evaluate at regular intervals, the services rendered, coverage and distribution gains, and financial status of 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.
• Responsible monitoring and reporting competitive activities happening within his locations in line with Reckitt’s policies and also 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 his 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 ensuring proper verification of claims as per Reckitt’s policies.

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 relevant fields in line with Business Objective.