Sales Internship Program 2011

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Find out why Reckitt Benckiseris a great place to work


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World leaders

The facts

in household cleaning

and health andpersonal care


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We have aThe facts

World-beating

portfolio


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18Power Brands

The facts

Household namesaround the world


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Our Power Brands areThe facts

No.1 or No.2

in their categories


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We are a trulyThe facts

global force:


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Sales inThe facts

180 countriesoperations in

60 countries


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The facts: India

Mumbai

Bangalore

Kolkata

Delhi

North RegionContributes 31% of All India

Key Brands: Dettol soap, Mortein

Coils, Harpic.

Market Profile: High whole sale

contribution. Emerging MT

East Region

Contributes % to the business:

16%

Key Brands: Mortein Coils, Dettol

soap.Market Profile: Heavy whole sale

dependence. Highest Super

stockist channel

South Region

Contributes 23 % of All India

Key Brands: Harpic, Mortein Coils, Lizol

Market Profile: Highest MT contribution.Strong retail.

West Region

Contributes 25 % of All India

Key Brands: Dettol soap,

Mortein Coils

Market Profile: High Retail

component. Evolved MT.


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Fastest growing FMCG company in the Country & withinRB

The facts: India

Consistent top line growth >18%

NPDs now contribute around 25% of NR2nd highest trade spends in India

3rd highest advertising spends

Dettol ranked as Most Trusted Brand

Certification of Indian Medical Association

2 new manufacturing facilities in

Jammu and Uttaranchal


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Dettol: No. 1

The facts: India

Cherry Blossom: No. 1

Harpic: No. 1

Mortein: No. 1

Colin: No. 1

Lizol: No. 1

Vanish: No. 2

Veet: No. 2


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sell it


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deliver it

Health Care

Fabric Care

Surface Care

Antiseptics

PestCare


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Our vision

Reckitt Benckiser is about passionately

delivering better solutions in household, health& personal care to customers and consumers,

wherever they may be, for the ultimate purpose

of creating shareholder value


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Our Core Values

We dont just aim high,We always aim to outperform


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Our Core Values

We allow daring ideas

to thrive


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Our Core Values

We take the initiative to do

whats needed


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Our Core Values

We work as one, united byCommon principles and

attitudes


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achieve it

Area Sales Manager

Zonal Sales Manager

Key Account Manager

Category Trade MarketingManager

Region ManagerOpportunity for

International moves

from here onwards

Sales Career Path

Advancement based onperformance, NOT tenure

Responsibility is given fromDay 1 - opportunity to learnanddemonstrate ability

Handling of large teams;multiple stakeholders

Sales Interns


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The role as Sales Interns 3.5 yearsThe first 6 Months - Training

Month 1 DistributorSales Representative Training

Basic unit of the sales function. Make all relevant RBproducts available and visible in 30 35 retail stores everyday to achieve target

Month 2 Pilot Sales representative

Travel across upcountry towns to make 30-40 successful sales calls everyday to make RBproducts available and visible and ensure target achievement atthe sub- distributors end.

Month 3 Key Accounts

Achieve assigned targets ofdistribution and visibility in assigned Modern Trade outlets

Month 4 Territory Sales In charge

The entry level sales role in RB. This is the role that will continue for2 years post training

Responsible for Primary and Secondary sales in the territory

Channel Partner (Distributor) Management Partnering closely with the Distributor to ensure achievement of assigned targets

Sales Representative management Coaching the sales reps for betterperformance

Customer / Retail Management Sales calls along with the sales representative to 30 outlets in a day

Month 5 Area Sales ExecutiveThe next level sales role in RB. This is the role that will continue for1 year after the TSI stints


Channel Partner (Super-stockist and Sub DB) Management Partnering closely with the Super and Sub stockist to ensure achievement of assignedtargets

Sales Representative management Assisting and coaching the Pilots

Customer / Retail Management Sales calls along with the sales representative to 30 outlets in a day

Month 6 Repeat stint Territory Sales In charge


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The entry level sales role in RB across different channels :

Traditional Trade, Modern Trade , and Upcountry Super Stockistchannel

This will continue for 3 years post training


Channel Partner (Distributor) Management Partnering closely withthe Distributor to ensure achievement of assigned targets

Sales Representative management Coaching the sales rep toachieve targets

Customer / Retail Management Sales calls along with the salesrepresentative to 30 outlets in a day

The role as Sales Interns 3.5 yearsThe first 3.5 years Sales Interns


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Year 1 Year 2 Year 3 Year 4

ime Perio June 2009 - June 2010 June 2010 - June 2011 June 2011 - June 2012 June 2012 - Jan 2013

Role SIP Intern - 6 months TSI Traditional Trade Metro Town TSI Key Account ASE Super Stockist Channel

TSI Traditional Trade Non Metro tow n

earning

bjective

The first one year w ill be focused

tow ards building sales knowledge

and competencies to handle the

basic task associated with field.

Familiarize the intern w ith Sales

structure, products and the market

place. uild distributor management

and selling skills.

In the 2nd year of training, they w ill

be handling the role of people

managers. They territories handled

by them w ill become more complexand larger. The interns w ill require

skills to handle multiple data

sources and generate meaningful

interpretaions from the same to aid

decision making.

In the 3rd year, the interns w ill get

exposure toKey Account

Management. This w ill require

building analytical abilities and

preparing self for negotiation

meeting w ith large key accounts

The intern w ill handle the super

stockist channel that functions like a

small ASM territory. Planning andmonitoring skills w ill become critical

in this role. The last six months w ill

be dedicted to preparing the intern

to handle an ASM role

Company Polic ies and processes Communication Skills Presentation skills Facilitation Skills

Sales and Distr ibution Channels Coaching Skills uilding analytical skills Advaned coaching skills

Product know ledgeQuantitative tools for market

analysisAdvanced Negotiation Skills Demonstraing core values

Market know ledge asic Negotiation skills Key Account management skills Logistics Management

Selling skills MS Of fice TrainingFoundation knowledge of Financial

conceptsTerritory and Sales Planning

Distributor management skills Merchandising Foundations of Marketing uilding cutomer management skills

Foundation knowledge of people

management

Foundation know ledge of

Leadership skills

Akey objective ofthe SalesInternshipprogram is to develop Sales leadersfor the

future throughstructured training interventions.Eachyear the intern will be provided

inputs to develophim into an effective SalesManager trough various tools:In house

programs, External Programs and n-the-job training.


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drive it

Programme details

Develop throughpractical learning

and activity

Its the talent and passion of our people, combined witha unique company culture, that make the difference

The programmeis about real

responsibility

and real results

Designed to takefreshers and

develop them as

Business Leaders

of the future


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What does our Sales Internship

Programme involve?

Identifying high potential associates across thecountry and fast tracks their careers

Structured training curriculum spread over aperiod of 4 years

On the job coaching by some of the best SalesManagers of RB

arge responsibilities, people managementroles and exposure to different distribution

channels

Interaction with LeadershipTeam of RB,opportunity to showcase your talent in SalesManagement. Cross functional exposure

After 4 years based on performance andpotential sponsorship to a ManagementDevelopment Programme

Brand Management and Key AccountManagement experience

A fast track careerpath aimed towards SalesLeadershipposition. Competitive compensationand incentive plans

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2

3

4

5

6


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What is the aim of our

internshipprogramme?

Four year, fast track tailoredprogramme for high potential leaders

of the future

Supports our aim to grow tomorrows top Sales management from within

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2

3Provides a structured yet flexible framework fordevelopment that putsparticipants in the Spotlight from day one.


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live it

Full understanding of Sales

and Distribution Channels

Fast track progression

through the business

Real roles requiring

delivery of results

Exposure to senior

management

5 lac starting salary

Training across different

geographies

High yielding incentive plan

Coach and mentor support

20days of classroom training

every year

Annual performance based

reviews

International opportunities

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Sales Internship Program 2011

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