Senior Territory Sales Executive

Location : Krishnapatnam

City : Krishnapatnam

State : Andhra Pradesh (IN-AP)

Country : India (IN)

Requisition Number : 41163

Business Title: Senior Territory Sales Executive – B2C
Global Job Title: Executive
Reports to (position): Manager
Global Function: Commercial
Global Department: Sales

Overview

Role Purpose Statement: This is a new market and will be key growth areas for the Regional business. They need close monitoring and distribution expansion with a focus on infrastructure building. The key responsibility and ownership will bring business growth in the required location.

Responsibilities

• To manage current distribution network of distributors in the said location.
• Expand distribution network, primarily in the said location.
• Drive sales volume in the entire area.
• As this is a new market, develop the market to achieve year-on-year growth for the next 3-5 years.

Impact / Dimensions

• Major sale of high profit categories (e.g., VP, Oils like SFO) will come from this area; consumer focus and market service need to be of the highest quality, along with market activation.

Key Performance Indicators

• Achieve annual Volume and MAV Targets on monthly/quarterly basis.
• 100% geo tagging of created outlets.
• DMS installation at all distributors above 5 mts average monthly sales.
• Timely payment collection and Aged AR of less than 10% of total AR.
• No expiry of forecasted stocks in assigned depots.

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 a key factor in execution.
• Automation of Business Partners, DMS installation and execution through 100% fulfilment.
• Increasing the buying outlets month upon month and analyzing buying patterns to develop strategies for low-selling products/SKUs/Beats/Towns.
• Build personal relations with self-service stores, which contribute significantly.
• Driving secondary sales.
• Sales forecasting with 90-95% accuracy.

Management / Leadership

• Support sales team by sharing experience and knowledge with team members to empower them and lead them to deliver desired results.
• Should be a team player, with good product and territory knowledge along with strong communication.
• Strong analytical ability to interpret data and guide the team for achieving desired business results.

Key Relationships, Stakeholders & Interfaces

• Having good market relations and effectively communicate with other support functions, Top Management and the Marketing Team.
• Build good and healthy business relations with distributors/wholesalers/SSS and update them on emerging market trends to build long-term relationships.

Knowledge and Technical Competencies

• Understanding of FMCG business with an ability to design GTM and execute the same through the sales team.
• Oil industry knowledge and distribution systems.
• Ability to work in a dynamic market and demonstrate conviction by guiding the team to desired results.
• Problem solving attitude is a key leadership skill required for this position.

Education / Experience

• Graduate, preferably Science or Commerce.
• Business management degree will be preferred.
• Hard core Sales experience in FMCG or edible oil business with top companies.
• Should be proficient in local language and Hindi; should also be good in English writing and speaking.
• Computer knowledge is a must.

Bunge (NYSE: BG) is a world leader in sourcing, processing and supplying oilseed and grain products and ingredients. Founded in 1818, Bunge's expansive network feeds and fuels a growing world, creating sustainable products and opportunities for more than 70,000 farmers and the consumers they serve across the globe. The company is headquartered in St. Louis, Missouri and has 25,000 employees worldwide who stand behind more than 350 port terminals, oilseed processing plants, grain facilities, and food and ingredient production and packaging facilities around the world.

Bunge is an Equal Opportunity Employer. Veterans/Disabled

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