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: Guwahati/ Silchar / Dibrugarh or Jorhat
Interested candidate please share your updated resume: [HIDDEN TEXT]
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
- 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
