Business Development Manager
Overview Reporting to the CPM Field Sales Manager, the Business Development Representative role is a fundamental driver of the development of the existing and new Routes to Market (RTMs) within Northern Ireland. Working across all Suntory Soft Drinks accounts within the Wholesale Channel, Out-of-Home Channel (OOH) and Direct-to-Store channel (DTS), the successful candidate will lead and manage the development of the commercial business to deliver and execute Suntory objectives.
Basic Salary £29,000, 10% bonus per quarter, company vehicle. Drivers licence essential.
Key features of the role include, but which are not limited to, the following requirements and deliverables:
- Sales - Achieve and exceed agreed sales and profit growth targets.
- KPIs - Overdeliver against the KPIs specific to the role and in-line with the wider business goals.
- Channel priorities – Adapt strategy to maximise return within the different customer channels.
- Strategic Development – Plan for and drive future growth within existing and emerging channels.
- Customer Management - Develop a detailed understanding of and tightly manage your customer pipeline.
- Journey Planning
- Structured journey planning to maximise efficiency and volume within territory.
- Call-File Management
- Rigorously manage existing call-file of customers and grow their sales through opportunities identified when conducting physical visits as dictated by the Journey-Plan.
- New RTMs - Proactively identify a call-file of new business customers within existing and new sales channels and grow these to become established and regular customers.
- Time Management
- Effective appointment setting to maximise the return from each physical visit.
- Developing people
- Work with wider sales team to help them achieve theirs and wider business goals.
- Account Management - All necessary administrative to be completed in time and proficiently.
- Ad-Hoc - Fulfilment of any additional requests from the line manager and / or key client contacts.
A winning attitude combined with a digital mindset is essential for success in this role.
Requirements
KEY RESPONSIBILITIES WITHIN EACH CHANNEL Direct-To-Store Channel:
- To Deliver Monthly, Quarterly and Annual NSV Revenue and NSV Per Litre Targets in line business objectives within the Top Tier of Accounts.
- To oversee the delivery of the remaining DTS accounts commercial KPIs within the NI sales team.
- Act as Mentor and Coach to sales team to unlock opportunities within the DTS Channel.
- Develop relationships with key opinion leaders within the DTS Channel, both growing existing business and identifying new opportunities within this customer group.
- Development and maintain relationships with Customers BDMs teams.
- To Deliver Annual KPI Metrics (Distribution, Space, Activation) Targets in conjunction with relevant CPM and Suntory colleagues.
- Deliver Pro-Active development and implementation of Brand Strategies into Customer Activation Plans.
- Attend regular Customer reviews with Customer Business Manager (CBM) and present back on key wins / successes within the relevant estate of stores.
- Become the Champion of DTS within the Sales Team. Wholesale Channel:
- Work closely with the CBM for the Wholesale Channel to help ensure commercial objectives are achieved.
- Physically call to each account at least once a month or as per journey plan to develop relationships with re-order buyers and depot floor personnel with the key focus to effect change within the account.
- Develop relationships with key opinion leaders within the Wholesale channel, actively creating a “Pull” Strategy for both growing existing business and identifying new opportunities.
- Development and maintain relationships with Customers BDMs teams. Actively look for and gain leads in all areas.
- Proactively develop and implement the Brand Strategies via the Customer Activation Plans. o Attend regular Customer reviews with CBM and present back on key wins / successes.
- Become the Champion of wholesale channel within the Sales Team and ensure the sales teams develop call files to include Wholesale badges. Out-Of-Home (OOH) Channel:
- Work closely with CBM for OOH to help ensure commercial objectives are achieved. o Work extremely closely with CBM to ensure all aspects of OOH in NI is being
- Develop relationships with key opinion leaders within the OOH Channel, actively creating a “Pull” Strategy for both growing existing business and identifying new opportunities.
- Development and maintain relationships with Customers BDMs teams. Actively look for and gain leads in all areas of Vending, Industrial Catering, Education, Street Foodservice.
- Develop seasonal strategies to ensure full visibility i.e. Staycation sites and sporting seasons etc. o Proactively develop and implement Brand Strategies into Customer Activation Plans.
- Attend regular Customer reviews with CBM and present back on key wins / successes. o Become the Champion of OOH Channel within the Sales Team and ensure the sales teams develop call files to include OOH sites. Customer Groups:
- Work closely with CBMs and Field Sales Manager to develop relationships in the Retail Groups of all badges in NI.
- Ensure KPIs are hit for all groups
- Actively look at ways to engage in long term JBPs to leverage the strength of the brands and activations.
- Manage and maintain the cooler investment file to ensure we are up to date with investments and are stores are compliant.
- Mentor and partner with SDR to ensure they own / understand the Group relationship as well. QUALIFICATIONS &
- Basic Salary £29,000
- Commission Bonus of 10% per quarter
- Company Vehicle
- Fuel Card/Mileage
- Companywide recognition awards + regular Company events and activities
- Discounted Health Insurance
- Access to company pension provider
- IVF Support Policy
- Enhanced Maternity & Paternity Pay
- Reward & Recognition through our People Awards Scheme
- Fast career development and progression opportunities for performers from 6 months
- Employee Assistance Program
- Discounted Health Insurance
- Active Diversity and Inclusion teams across the business
- IVF Support Policy
- Regular Company social events and activities
- Bike to Work Scheme
- TaxSaver Scheme – discounted travel tickets
- Employee Referral Payment Scheme
- Structured Personal development Plan
MP