District Sales Manager

About the Company

Established in 1989, Rollick is today, amongst the largest manufacturers of frozen dessert in Eastern India, with state of the art manufacturing units in Kolkata. It has a fast growing network of over 500 distributors across the region. Rollick’s product range includes a variety of ready to eat cups, sticks, cones, take home tubs and bulk packs. These products are available in more than 20,000 retail outlets and 600 pushcarts. Rollick has a unique range of products catering to all tastes and preferences. Selling within a price range of Rs 5-50 for a single consumption pack, the aim is to be affordable by all. Today, Rollick is present in 15 states and has plans to soon be available pan India.

website: http://www.rollick.co.in

Location: Jorhat/Dibrugarh

Interested candidate please share your updated resume: jakir.hussen@rollick.co.in

Job Responsibilities

• Driving achievement of Sales Targets for the region through the team
• Sales & Distribution planning & implementation
• Market Coverage Planning: Strategizing to ensure all market segments are effectively reached.
• Outlet Coverage Planning: Identifying and managing outlets to optimize product distribution.
• New Selling Arrangement Planning: Developing new selling strategies to expand reach and sales.
• Infrastructure Planning & Execution: Establishing the necessary infrastructure for efficient sales.

• Execute Sales Plan for the area
• Define plan for achieving sales target for the area and communicate and align sales officers.
• Drive the sales targets by monitoring and reviewing performance SOs (sales officers) w.r.t
• Sales plan execution with adherence to product mix
• monitoring of activities (e.g. PJPs, efficiency parameters, MIS related
• activities, asset quality). Ensure that all sales related processes which
• are aligned to the overall business strategy are followed without any
• deviation and ensure that the team achieves efficiency norms
• (e.g. Productivity Norms with respect to Total Calls/Productive Calls
• and Minimum Order Value)
• Conduct market visits to have a visibility of the market trends and the health of the distributors
• and retailers
• Resolve bottlenecks to sales by providing support to SOs (e.g. resolve issues related to logistics,
• finance, product stockouts etc) to enable smooth execution of plans.
• Early escalation to ASM on a need basis

• Distributor Management
• Ensure that distributor acquisition targets are met.
• Guide the SOs in market(distributor) expansion/acquisition, review the suggested list of new distributors, and share with ASM for approval
• Ensure Infra, Investment & Intent of the newly appointed party.
• Manage the route & beat plan for the distributors.
• Build and maintain strong relationships with distributors.
• Serve as an escalation point and support point for SOs for critical negotiations
• and for conflicts, when needed to ensure high levels of distributor/retailer/customer satisfaction.
• Evaluate distributor infrastructure (DF, manpower, capital, etc) & recommend actions.
• DSM Appointment & training of the DSM

• Asset Tracking & Productivity
• Tracking mechanism to ensuring 100% assets are present in the market.
• Ensuring weekly billing to all the outlets with any kind of assets (DFs, GSBs, Flanges, Standee’s present outlets)
• Re-allocation of Assets from underperforming outlets .

• Engaging and developing the team
• Create strong relationships with team members. Balance support with driving accountability.
• Monitor and review team performance through daily reviews and weekly meetings.
• Actively engage with individual team members to identify areas where they need support and guide
• them to build their skills (through advice or role modelling). Liaise with L&D where needed.
• Understand the team pulse and track engagement level across the team. Highlight any concerns to ASM and HR to enable early action and build a replacement pipeline.
• Take ownership of team morale and track engagement level across the team.
• Play a proactive role in spotting talent and build a sourcing pipeline (Have a potential list of likely candidates & knowledge of available manpower).
• Ensure that disciplinary processes are adhered to.
• Growth & development of the Sos & DSMs

• Financial
• Monitor sales performance metrics and take corrective action, in consultation with
• ASM
• Liaise with finance for funds release and approvals & to give credit as and when needed.

• Others
• Collate and Share market intelligence. Consolidate emerging market trends (market intelligence)
• and share with marketing for new product development, competitor handling
• Analyse the MIS data to derive insights. Use trends to adapt sales plans and grow the area
• Support marketing initiatives (POP, Scheme launch) through SO efforts, where needed
• Support the MIS requirements for the organisation

External Interfaces

Internal Interfaces

• Distributors
• Retailers

• MIS Team
• Logistics
• Finance
• HR
• Marketing

Job Requirements

Educational Qualification and Experience

• Graduate with 8+ years of experience with 4 years in the FMCG industry in the Eastern India
• Preferably someone from Internal growth.

Competencies

Technical

• Computer skills (Word, Excel)
• Industry & product knowledge: Deep understanding of the ice cream industry and the nuances of the industry and partners.
• Market working: Comprehensive knowledge of the local market dynamics, including consumer preferences, competitor activities, and emerging trends.
• Process knowledge (Planning of sales – PJP, how to drive metrics optimally etc)
• Knowledge of how adjacent functions impact sales (e.g. product and customer Understanding of products, logistics, MIS)
• Analytical skills: Sales analysis (performance metrics, Roi etc)

Behavioural

• Driving Results (Including Planning and Driving Goals)
• Relationship Management (Collaboration customer service)
• Analytical Skills
• Team Leadership
• Problem Solving

KRA & KPI

• Target achievement
• Primary target
• Distributor Expansion & Productivity:
• Distributor acquisition
• Distributor billing efficiency
• Retail productivity:
• Productive outlets
• Product efficiency:
• Driving sales from high MRP products
• Attrition:
• Turnover in the team