Business Development Representative

The Business Development Representative role is a fundamental driver of the development of the existing and new Routes to Market (RTMs). Working across all Suntory Soft Drinks accounts within the Direct-to-Store channel (DTS) and Out-of-Home Channel (OOH), 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.

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.
• 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.
• 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. Attend regular Customer reviews with CBM and present back on key wins / successes.
•  Work closely with CBM for OOH to help ensure commercial objectives are achieved.
• 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. Proactively develop and implement Brand Strategies into Customer Activation Plans.
• Attend regular Customer reviews with CBM and present back on key wins / successes. 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.

Benefits:

• Salary - Competitive
• 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
• Active Diversity and Inclusion teams across the business
• Bike to Work Scheme
• Employee Referral Payment Scheme

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.