DRAFDRT

Business Title: Territory Sales Executive – B2B                           

Global Job Title: Executive                                                           Reports to (position):                         Manager

Global Function: Commercial                                                       Global Department:                     Sales                                                                                             

Role Purpose Statement

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

Main Accountabilities

• To Manage current distribution network.
• Expand distribution network by appointing sales person 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

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• 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

Note: For behavior competencies please refer to the Bunge Leadership Model

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.