Overview
The purpose of the role is to directly manage a portfolio of Wholesalers, B2B & End User accounts with P&L responsibility and win new business in Scale End User Customers (Casual dining, Pubs, Leisure Sectors & Education).
Drive and develop core branded product listings with key procurement and development chef contacts.
Operating as a key member of a cross functional Customer Sales team, including buying, Chefs, Supply chain, Marketing and Technical, who are all working towards one shared goal.
Responsibilities
Creating an effective relationship with the key Customer teams
Development and Management of an Account plan that works for Birds Eye
Development of a new business matrix to optimise the mix between holding existing business and winning new business and new accounts.
Negotiating trade terms that are aligned internally and to the Customer JBP
Maintaining an accurate Demand forecast, including Risks and Opportunities
Driving availability of existing SKU's, New SKU’s & managing SKU changes
Ensure all plans are supported by effective visibility & value driving ROI
Qualifications
Essential
Experience
Having developed your FMCG sales career in the foodservice channel within a food or drink branded business.
Your experience should include managing any of the larger UK-based Wholesalers, restaurant groups, contract caterers or pub groups with food selection menus where you have sold either branded products or strategically created and managed bespoke food solutions, working cross functionally with food development and procurement key stakeholders.
Have a real passion for Food
Mindset - Customer & Category 1st.
Collaboration - Strong customer relationship management skills.
Selling - Ability to sell commercial propositions and solutions in line with company and customer needs.
Good mix of new business and account management skills
Negotiation - Resilience & excellent negotiation skills in order to achieve mutually acceptable outcomes in often very demanding circumstances.
Analytical Thinking - High degree of analytical skill including the ability to develop meaningful business plans; forecast effectively; carry out financial analysis, in order to provide solid management and decision-making information.
Budget management – Accurate management of all customers specific tactical funds
Desirable
Some category management or trade marketing experience desired
Experience and understanding of the dynamics of selling brands to foodservice End Users
Working with the commercial teams at Buying Groups and Key Wholesalers
Business Planning - Experience of formulating and reviewing detailed business plans.
Communication – Is influential and builds effective cross functional links both internally & externally.
Influencing - Previous exposure and experience of working with and influencing senior management
Food & Market Trends
Understanding of what is going on within the industry
