DRAFDRT

Business Title: Area Sales Manager I – Institution B2B                Effective Date:                                          

Global Job Title: Sr Anl Sales                                                        Reports to: Regional Sales Manager   

Global Function: Commercial                                                       Global Department: Sales                                                                                                                  

Role Purpose Statement

To manage and grow the institutional sales business within a specified location under the Foods Division of Bunge. This role focuses on expanding market presence, increasing distribution, and building strong infrastructure in key growth areas. The purpose of this role is to work closely with distributors and institutional customers to drive sales and market penetration for Bunge's products within their particular territory.

Main Accountabilities:

• To achieve sales volumes in tons for Bunge's institutional product portfolio.


• Increasing buying outlets as per target.


• Implementation of automation at the distributor level.


• Automation at the field force level.


• Commercial control, Accounts Receivable (AR), and Non-Delivery Certificates (NDCs).


• Manage Distributor Salesman (DSM) and Field Force efficiency as per prescribed norms.

Impact/Dimensions:

1. 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.


2. Servicing big business partners/Distributors.

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

3. Travel across specified/designated area markets as described and assigned by the Regional Sales Manager (RSM)/National Sales Manager.


4. External contacts: Distributors, Institutions, Suppliers, and other channel partners.


5. Internal contacts: AVP – Institutional Sales, National Sales Manager, Institutional sales team, All manufacturing plants of Bunge, Indirect salesman, Human Resources Team, Finance Team, R & D Team.

Key Performance Indicators (KPIs)

1. Volume


2. Buying Outlets


3. No of Working DSMs


4. DSM/FF Efficiency

Major Opportunities and Decisions:

• Automation at the Field Force level will be a key responsibility.


• Training of DSMs and ensuring their effective use of Sales Force Automation (SFA) will be a key factor in execution.


• Automation of business partners, Distributor Management System (DMS) installation, and execution through 100% fulfillment.


• Increasing buying outlets month upon month and analyzing buying patterns to develop strategies for low-selling products/SKUs/beats/towns.


• Building personal relations with self-service stores, which contribute significantly.


• Driving secondary sales.


• Sales forecasting with 90-95% accuracy.

Management/Leadership

1. Geographical knowledge of rural areas


2. Expertise of Trade.


3. Strong team handling skills.

Key Relationships, Stakeholders & Interfaces (External & Internal):

1. External are distributors; internal are their managers


2. External contacts:   Distributors, Institutions, Suppliers and other channel partners


3. 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

1. Strong Execution


2. Good Computer knowledge


3. Strong Analytical skills

Education/Experience:

1. Graduation and Above


2. Experience of minimum 6-8 Years in FMCG.

3. Current 3 - 4 years preferably in food related or commodity related institutional sales function


4. Total experience should be around 7 yrs


5. Handling of institutional sales & key accounts

At Bunge (NYSE: BG), our purpose is to connect farmers to consumers to deliver essential food, feed and fuel to the world. As a premier agribusiness solutions provider, our team of ~34,000 dedicated employees partner with farmers across the globe to move agricultural commodities from where they’re grown to where they’re needed—in faster, smarter, and more efficient ways. We are a world leader in grain origination, storage, distribution, oilseed processing and refining, offering a broad portfolio of plant-based oils, fats, and proteins. We work alongside our customers at both ends of the value chain to deliver quality products and develop tailored, innovative solutions that address evolving consumer needs. With 200+ years of experience and presence in over 50 countries, we are committed to strengthening global food security, advancing sustainability, and helping communities prosper where we operate. Bunge has its registered office in Geneva, Switzerland and its corporate headquarters in St. Louis, Missouri. Learn more at Bunge.com.

Every day our people exemplify these values, which represent Bunge at its core:

•    We Are One Team – Collaborative, Respectful, Inclusive
•    We Lead The Way – Agile, Empowered, Innovative
•    We Do What’s Right – Safety, Sustainability, With Integrity

If this sounds like you, join us!  We value and invest in people who believe in our purpose and are excited to live it every day – people who are #ProudtoBeBunge