Commercial Lead, Bangladesh

Role Purpose Statement:

Bangladesh is a fast emerging economy in South Asia driven by demographic and macro supportive factors. Despite some economic and political headwinds, the country has been continuing to grow leading to significant growth in food and feed sector. The future growth outlook remains strong and the projected imports of key food, feed and fiber ingredients are attractive for multiple value chains in Bunge.

As a strategic growth market in South Asia, Bunge has been building the distribution flows in Bangladesh through India office. Over the course of last few years, Bunge has established a respectable presence in the market for multiple commodities like Soya Bean Seeds, Wheat, Pulses, Corn and Soya Bean Meal. With the combination of Viterra, Bunge will also add Cotton flows in Bangladesh.

The Commercial leader will be responsible for managing Bunge’s commercial operations in Bangladesh and partner with multiple value chains to execute their Go To Market plans in the country. Overtime, the incumbent is expected to build a strong local business integrated with Bunge’s origination assets, customer partnerships, added value solutions portfolio and building local talent to manage the business growth.

Main Accountabilities:

• Develop and execute the marketing plan for Bangladesh in close collaboration with Geneva/Origins and Singapore teams for multiple value chains – wheat, corn, pulses, SB and SBM
• Direct accountability for the Cost & Freight volumes, pipeline profitability, value added solutions and other customer performance metrics for Bangladesh
• Responsible for building strategic partnerships with key customers for business growth and sustainability.
• Responsible for country business risk management, Mark to Market exposure, customer execution risk management, logistics planning and execution.
• Responsible for demand planning, market intelligence, competition activity, local government policies, import grid updates and country Sales & Distribution in collaboration with the Asia commercial and research team for Philippines.
• Point person for support functions like Mohali and other businesses functions like Bunge Finance Solution/Financial Risk Management and other Global functions for developing and executing pipeline execution plans and value added solutions.
• Accountable for weekly market reports, SND updates, monthly commercial excellence Balanced Score Card and quarterly QBR’s for business performance tracking and reporting in timely and accurate manner.
• Actively participate in all research and markets calls for sharing the country business intelligence, demand evolutions, competition activities and other local business intelligence.

Key Performance Indicators (KPIs)

• Volume Growth: Cost & Freight volume share & customer performance
• Market Development: Local Sales & Distribution, demand and supply Insights and execution management
• Customer Development: Customer partnerships and strategic account management
• Pipeline profitability: building added value solutions earnings &r pipeline profitability as applicable
• Execution Risk management: 100% flawless executions, customer risk management and adherence to compliance guidelines

Major Opportunities and Decisions:

• Customer Partnering:

  strong customer relationships, partnering and solutioning skills, ability to connect different parts of organization to serve customer’s needs

• Business Development:

  go-to-market planning for the country, stakeholder partnering and business development opportunities

Management/Leadership:

• Leadership:

  Strategic thinking, analytical, execution tenacity, result orientation and ability to build alignment on game-plans

• Team Building & Collaboration:

  Capable of cross functional collaboration, working across boundaries with diverse teams and building talent & teams to support business growth teams

Key Relationships, Stakeholders & Interfaces

• Customers, suppliers, trading partners and local regulatory bodies in the country
• Value Chain & Origination teams
• Asian Distribution Teams, Legal and Tax team in Singapore
• Freight, Logistics, Financial Risk Management and Bunge Finance Solution teams.

Knowledge and Technical Competencies:

• Commodity Experience: highly experienced profile with commodity domain expertise (preferably in feed industry) and local experience of managing customers/business in Philippines
• Country Experience: strong professional network, familiarity with local cultural, language, environment, regulatory framework, and work systems in Philippines

Education/Experience

• 14+ years of related industry experiences in the feed industry/commodity/Agri-food business
• Graduate qualification from reputed institution
• Professional certification in international trade and supply chain management
• Experience in managing Industrial customer in B2B format