Regional 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:

Location: Odisha

Interested candidate please share your updated resume:

Job Responsibilities

• Execute Sales Plan for Rollick & Fragola
• Define plan for achieving sales target for Odisha 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.
• Market
• Plan for Market coverage & Outlet Coverage.
• 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
• 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.

• Plan to increase the distributor's coverage in the market.

• Market Expansion

• Explore new market opportunities in adjacent regions to expand sales & business
• Conduct feasibility studies, build initial market intelligence, and coordinate with Sales Head for phased expansion plans, including distributor scouting and infrastructure readiness.
• Logistics Coordination:
• Coordinate with planning team to plan and execute the timely transfer of products from production to cold storage and ultimately to distribution points.
• Maintain efficient scheduling for loading and unloading processes to optimize workflow and prevent delays.
• Collaborate with contractors and transport providers to ensure adherence to quality standards throughout the supply chain.
• Inventory & Stock Management:
• Manage inventory levels within cold rooms through cold room incharge to prevent overstock or stockouts, adjusting as necessary based on demand forecasts.
• Conduct regular stock audits, weekly cycle counts and reconciliations, reporting discrepancies and implementing corrective actions promptly.
• Design and maintain an organized cold room layout that maximizes space utilization and ensures efficient access to inventory. Implement a systematic approach to crate management, facilitating smooth workflows and minimizing handling time.
• Enforce FIFO (First-In-First-Out) or FEFO (First-Expiry-First-Out) practices to ensure timely stock rotation and reduce spoilage. Regularly review inventory placement and rotation practices to align with demand patterns and maintain product freshness.
• Share reports of slow moving and expiry items on a periodic basis.
• Reporting and Data Analysis:
• Analyse sales trends, stock movement, and market feedback for better planning.
• Submit periodic MIS reports covering both sales and logistics parameters.
• Provide insights to HO on competition, pricing, and regional trends.
• Budget Management:
• Ensure efficient planning, allocation, and utilization of resources within the approved budget while monitoring expenses to achieve financial targets and cost-effectiveness.
• Team Management:
• Mentor and support Sales Officers and Cold Room Executives.
• Conduct performance reviews and provide developmental feedback.
• Promote a culture of accountability, collaboration, and continuous improvement.
• Ensure adherence to disciplinary processes and compliance policies.

External Interfaces

Internal Interfaces

• Cold Room Contractors/Owners
• Transport Providers
• Regulatory Authorities
• Distributors
• Retailers
• Planning Team
• Marketing Team
• Finance
• HR
• Quality Assurance Team

Job Requirements

Educational Qualification and Experience

• Graduate or MBA in Sales / Logistics / Supply Chain.
• Minimum 10–15 years of experience in Odisha
• Hands-on experience in both sales operations and logistics management preferred.

Competencies

Technical

• Sales planning & execution
• Cold chain operations
• Distributor management
• Inventory control & MIS
• Geographical knowledge of Odisha marker
• Food safety and compliance
• Budgeting and cost control

Behavioural

• Team Leadership
• Strategic thinking
• Relationship management
• Communication and influencing
• Result orientation
• Collaboration across functions

KRA & KPI

• Distributor Expansion & Productivity:
• Distributor acquisition
• Distributor billing efficiency
• Retail productivity:
• Productive outlets
• Sales Target Achievement:
• Primary Targets
• Secondary Targets
• Product efficiency:
• Driving sales from high MRP products
• Cold Chain Management:
• Coldroom Occupancy Rate
• Inventory Accuracy Rate
• Ontime Delivery Rate
• Freight cost per crate
• Compliance with Cold Chain Standards:
• Number of deviations from audit