DRAFDRT

Business Title: Senior TSE – Institution B2B                                

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 2 to 4 Years in Horeca.

3. Current 2 – 3 years preferably in food related or commodity related institutional sales function


4. Total experience should be around 4 yrs


5. Handling of institutional sales & key accounts

Prior to applying for a new position, employees should discuss the intent with their supervisor to facilitate development discussions and keep the process transparent throughout.  Please refer to the Talent Acquisition Policy or contact your Regional Talent Acquisition team for specific questions.