Business Development Manager (Food / FMCG)

Job Description

A dynamic FMCG distributor has been rapidly expanding and is seeking a Business Development Manager. This is a fantastic opportunity for an Food/FMCG experienced individual to join a company that offers continuous progression opportunities.

Negotiable salary + bonus

Reporting to the National Account Controller, you will be responsible for (1) taking orders and driving sales within a set call file ROI. ; (2) Building up a regional relationship with stores and working closely with the sales team to ensure a smooth transition to central distribution. (3) Working closely with the National Accounts Controller to analysis data trends by store for client and take action where required to address. (4) owning your own P&L and driving the company agenda with Head Office accounts; and (5) hunting down new opportunities and new Routes to Market in Ireland with particular focus on "own" brands"; ensuring you exceed sales and margin targets, whilst championing the brand and adding value to our customers.


Strategy, Planning & Development:
  • Work with Head Office Account Manager to understand to execute the sales plan at a local level by taking orders and maximising features in store.
  • Work closely with the National Accounts Controller in the reporting and analysing data and trends relating to all client stores and take action where required to address.
  • Highlight gaps and opportunities through the National Accounts Team
  • Work with ROI sales team to help unblock any store specific challenge or opportunities.
  • Understand the white space in the NI Market - where do we not have presence, where should we have presence, and deliver against a plan to close down all gaps in Year 1.
Process & Financial Management:
  • For accounts on monthly call filefollow Head Office agreed pricing and promotion - report back to Head Office Account Manager with any issues, and work with them on any bespoke pricing, promotion, investment plans.
  • For new accounts, manage the commercial agenda in line with ROI Pricing / Promo guidelines - ensure that all stakeholders are aware of anything outside of process, and that sign-off through Commercial Controller / Director / Finance Director is achieved prior to customer proposals.
  • To be fully accountable for P&L of accounts within your area of responsibility, building and agreeing an investment plan for the customer allocated
  • To manage all of the above responsibilities and associated business processes using financial tools
Account Management:
  • Drive sales and manage the trade promotional spend as well as developing retailer category plans to ensure that space is increased whilst achieving product ranging, pricing and space objectives in accounts particularly focusing on NPD.
  • Deliver against all KPIs by pro-actively tracking performance of your accounts, implementing course correct tactics as necessary and driving a dynamic, cross functional, collaborative way of working to maximise the performance of your business area.
  • Ensure that high quality preparation is done prior to your customer meetings and that customer meetings are appropriately structured and run, to maximise business opportunities.
  • Liaise with key internal stakeholders within Field sales function, Operations, Finance, Purchasing, Supply Chain, Marketing and Customer Support to ensure effective customer service is maintained for all accounts.
  • To be responsible for working with the Commercial Controller to highlight short, medium and long term targets for our Principle Brands and own brands, both within our current customer base, and within the customer base of the future.
  • Integrate into the UK team, and play a pivotal role in motivating UK Field Team, and work with Head Office Account Manager to ensure a joined up approach.
  • Share category trends and insights to facilitate decision making and product ranging, leading to a greater presence for the brand portfolio.
  • Utilise key contacts within your network to create new business opportunities and establish a broad and diverse customer base
  • Drive distribution, visibility of the portfolio and leveraging listings to further establish distribution.
  • Execute and activate new product launches to maximise brand exposure in store and digitally.
  • Collaborate with Marketing team to drive product range distribution, visibility of the portfolio and leveraging listings to further establish distribution.
  • Provide insight into the Distribution Matrix - demonstrate monthly progress against distribution targets, and develop reporting solution to facilitate this.
  • Provide monthly sales analysis into customer performances and key product developments.
  • Commercial analysis of customer data to provide quarterly business forecasts to highlight new opportunity, review contract performance against target and identify sales planning to secure contracted revenue.
  • Provide general support to management by being flexible to work additional hours and assist with overflow work from colleagues as needed to ensure that the business runs smoothly.
  • Maintain a positive work atmosphere by communicating and collaborating with customers, suppliers, colleagues, and management.
  • Participate in all essential and required training to carry out your role efficiently and safely.
  • Participate in and attend departmental or Company meetings as required.
  • Ensure that company health, safety and environmental policies are observed at all times when conducting duties or when escorting visitors/customers on site.

The Ideal Candidate

  • A minimum of 3 years previous experience in a Brand Development Manager role, with experience of dealing with UK Independent Wholesalers, selling big brands in a structured way, and developing and nurturing new business.
  • Outstanding listing and presentation skills, demonstrating an understanding between matching a customer need with our product features.
  • Excellent interpersonal skills and written and oral communication skills to enable the development of highly effective internal and external partnerships.
  • A highly developed influencing style and comfortable with constructively challenging and being challenged.
  • Proficient in personal planning and time management.
  • Experience of budgetary management - trade investment.
  • Experience in category development or customer category development.
  • Experience from a complex distribution business or solutions provider.
  • Demonstrates integrity, resilience, and energy to thrive in an extremely fast-paced environment.

A Third level qualification in Sales / Marketing / Food & Beverage / Business is ideal.