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.
Every member of the CPM team contributes to the overall growth of our business. People are at the core of CPMs business proposition so as a key member of the CPM Operations team this role is expected to make a significant contribution to the culture within CPM, via demonstrable initiatives to drive best practice and continuous improvement. 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 &
Benefits
* 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