Area Sales Manager II

3 weeks ago

Delhi, Delhi, India Bunge Full time
Job Description

To manage and grow the Masterline Business in a newly established market, identified as a key growth area for the regional business. This role involves close coordination with distributors and customers to drive sales, expand distribution, monitor performance, and build infrastructure.

Key Responsibilities:

- Achieve sales targets for Bunge Specialty Fats & Masterline (in tonnage).
- Increase the number of buying outlets as per set targets.
- Drive and implement automation:
- At the distributor level (DMS).
- At the field force level (SFA).
- Maintain commercial control including Accounts Receivable (AR) and NDCs.
- Ensure efficient management of DSMs and field force based on prescribed performance norms.
- Train and enable DSMs on the use of SFA tools.
- Service key business partners/distributors with consistency and high service quality.
- Develop and execute strategies for low-selling SKUs/beats/towns.
- Build and nurture relationships with high-contribution Self-Service Stores.
- Ensure secondary sales growth and accurate sales forecasting (9095% accuracy).

Key Performance Indicators (KPIs):

1. Volume achievement
2. Growth in buying outlets
3. Number of working DSMs
4. Efficiency metrics of DSMs and field force

Impact & Dimensions:

- High contribution expected from this territory in terms of profitability and category growth.
- Critical to maintain strong consumer focus and market service quality.
- Key driver of market activation and infrastructure development.

Travel & Contacts:

- Travel: Frequent travel across designated territory.
- External Contacts: Distributors, institutions, suppliers, channel partners.
- Internal Contacts:
- AVP Institutional Sales
- National Sales Manager
- Masterline Sales Team
- Manufacturing Plants
- Human Resources, Finance, and R&D Teams

Major Opportunities & Decisions:

- Spearhead field force automation and ensure 100% digital adoption.
- Develop distributor relationships and manage DMS implementation.
- Analyze buying patterns and optimize product strategy.
- Lead training initiatives for DSMs to improve market penetration and execution.

Leadership & Management Skills:

- Strong geographical knowledge, especially in rural territories.
- Sound trade and institutional sales experience.
- Proven team handling and leadership abilities.

Required Knowledge & Technical Competencies:

- Strong execution and implementation skills.
- Proficiency in MS Office and digital tools.
- Excellent analytical and problem-solving skills.

Education & Experience:

- Bachelor's degree or higher qualification.
- Minimum 7 years of overall experience in FMCG sales.
- At least 34 years in food/commodity-related institutional sales.
- Experience in handling key accounts and distributor networks.

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