Area Sales Manager I - B2B

Role Purpose Statement :

To manage the Masterline Business in Mumbai location under the Foods Division of Bunge. This is a new market and will be Key growth areas for the Regional business. They needs a close monitoring and Distribution expansion and better focus on infrastructure building. The purpose of this role is to work closely with the distributors and customers to drive the sales in their particular Territory.
 

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:

• This role will have a volume business of 4104 MT Avg sales/month for 2023.
• 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 to Mumbai Business.
•    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 & Internal):

• 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