Territory Sales Executive - B2B

Business Title: Territory Sales Executive - B2B (Kolkata)

Global Job Title: Executive Reports to: Manager

Global Function: Commercial Global Department: Sales

Role Purpose Statement:

To manage the B2B Business (Bakery and Ingredients) in Kolkata. They need a close monitoring and Distribution expansion and better focus on infrastructure building. The key responsibility and ownership will bring business growth in Kolkata.

Main Accountabilities:

• To Manage current distribution network in Kolkata.
• Expand distribution network by appointing salesperson to cover uncovered Bakers.
• To drive Bakery conversion by arranging trials.
• Expand the range of products from our product list among Bakers buying our Bakery Fats, Ingredients & Margarines.
• Setting up cold chain distribution for our Whip topping products.
• Develop the market for achieving year on year growth for the next 3-5 years.

Impact/Dimensions:

• This role will have a volume business of 800 MT Avg sales.
• Will supervise third party employees.

Key Performance Indicators (KPIs):

• To drive automation by using SFA and DMS.
• Achieve annual Volume on monthly/Qtrly basis.
• Volume growth over last year in Bakery and Ingredients business
• Reduce Expiry stock to zero
• SFA Usage Hygiene, Number of Customer Visits per Month, Outlet Addition, Focus SKU Volume

Major Opportunities and Decisions:

• Handling the complex and dynamic changing of rates. Controlling the secondary sales with the prevailing rates.
• The deployment of technical team and utilization of their efforts productively.

Management/Leadership:

• To have full control of the secondary market & customers and knowledge of competition activities
• Good market knowledge and team management skill.
• Basic Baking knowledge i.e., application of fats & ingredients both
• Good negotiating skills
• Should be a team player, with good product and territory knowledge along with strong communication.
• Strong analytical ability to interpret data and guide team for achieving desired business results.

Key Relationships, Stakeholders & Interfaces:

• Handling of Distributors, Super stockiest, C&FA, Logistics Team etc.
• Having good market relations and effectively communicate with other support functions, Top Management, and the Marketing Team.
• Timely reporting

Knowledge and Technical Competencies:

• To have the knowledge of Fats & Ingredients.
• Basic Technical knowledge.
• Trials to Bakers for conversions with technical team support

Education/Experience:

• Graduate, technical application-based knowledge to convert customers.
• Work experience should be relevant to Fats & Ingredients for 5 years.
• Should be proficient in Local Language and Hindi, should also be good in English writing and speaking.
• Computer knowledge is must.

Job Segment: