Business Development Representative
CPM Ireland, United Kingdom
Job Description
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. 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 mainta