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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
Responsible for Primary and Secondary sales in the territory
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
Responsible for Primary and Secondary sales in the territory
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
1
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