Area Sales Manager I - B2B

Main Accountabilities

• To achieve the Bunge Specialty Fats Masterline volumes in tones
• Increasing Buying outlets as per target
• Implementation of Automation at Distributor Level
• Automation at Field Force Level
• Commercial Control, AR and NDCs
• Manage DSM and Field Force Efficiency as per prescribed norms

Impact/Dimensions

• Major sale of High profit categories will come from this area only hence consumer focus and market service need to be of highest quality, along with market activation.
• Servicing big business partners/Distributors.

Special requirements, external and internal contacts, travel, working conditions, etc

• Travel across specified/ designated area markets as described and assigned by the RSM/ National Sales Manager.
• External contacts: Distributors, Institutions, Suppliers and other channel partners
• Internal contacts: AVP - Institutional Sales, National Sales Manager, Masterline sales team, All manufacturing plants of Bunge, Indirect salesman, Human Resources Team, Finance Team, R D Team

Key Performance Indicators (KPIs)

• Volume
• Buying Outlets
• No of Working DSMs
• DSM/FF Efficiency

Major Opportunities and Decisions

• Automation at Field Force level will be the key responsibility.
• Training of DSMs and making them work on SFA will be key factor in execution.
• Automation of Business Partners, DMS installation and execution through 100% fulfilment.
• Increasing the Buying outlets month upon month and analyzing the buying pattern, develop strategy for low selling products/SKUs/Beats/Towns.
• Build personal relations with Self-service Stores, which contribute significantly.
• Driving secondary sales.
• Sales Forecasting with 90-95% accuracy

Management/Leadership

• Geographical knowledge of rural areas
• Expertise of Trade.
• Strong team handling skills.

Key Relationships, Stakeholders Interfaces

• External are distributors; internal are their managers
• External contacts: Distributors, Institutions, Suppliers and other channel partners
• Internal contacts: AVP - Institutional Sales, National Sales Manager, Masterline sales team, All manufacturing plants of Bunge, Indirect salesman, Human Resources Team, Finance Team, R D Team

Knowledge and Technical Competencies

• Strong Execution
• Good Computer knowledge
• Strong Analytical skills

Education/Experience

• Graduation and Above
• Experience of minimum 6-8 Years in FMCG.
• Current 3 - 4 years preferably in food related or commodity related institutional sales function
• Total experience should be around 7 yrs
• Handling of institutional sales key accounts