Customer Development Manager

At Britvic, we make, market, and sell great-tasting soft drinks, offering refreshments to billions of consumers worldwide. We're constantly refreshing and reimagining our business, ensuring it's innovative and evolving while staying true to our vision – to be the most dynamic soft drinks company, creating a better tomorrow. We've been home to iconic brands for over 100 years, and our relevance is anchored in an authentic heritage. Delivering our vision is down to the passion of our people, and we create conditions for everyone to thrive and grow. From our international supply chain and network of partners, we export to over 100 countries, offering opportunities for our people and businesses to grow.
 

Job Overview

Customer Development Managers are the primary customer interface, responsible for leading negotiations and developing account-specific strategic and tactical plans to deliver company volume, profit, and market share targets.

Key Responsibilities

• Build a customer-specific strategic plan, collaborating with Marketing and Planning & Execution teams to ensure the customer has an individual annual plan that delivers against channel commercial goals and strategic direction.
• Work with the Planning & Execution team to develop a customer-specific tactical plan that delivers share, net revenue & trading contribution budget targets aligned with the strategic plan.
• Build your outlet-level execution plan and work collaboratively with customers to negotiate delivery.
• Deploy the point of purchase plan and feed flex requirements back to the Planning & Execution team for dynamic calendar management.
• Lead pre-conditioning, creation, execution, and objection handling for proposed price increases.
• Work with the Customer Logistics Manager to ensure accurate forecasting of customer volumes for business planning.
• Build and lead a broad customer contact strategy to identify and capitalize on business opportunities.
• Ensure high-quality preparation and structured customer meetings to maximize opportunities.
• Proactively track account performance, implementing tactics as needed through dynamic, cross-functional collaboration.
• Spend time in outlets to build knowledge, evaluate execution & compliance, and coach team members and trade partners.
• Attend relevant meetings & conferences.

Requirements

• Compelling and inspirational communicator with integrity
• Strong commercial acumen to develop implementable BSD commercial propositions and account plans
• Understanding of P&L management, volume and profit forecasting processes
• Excellent selling, negotiation, interpersonal, written and oral communication skills
• Highly developed influencing style, comfortable with constructive challenge
• Proficient in personal planning and time management
• Experience in budgetary trade investment management
• Experience in category or customer category development (desirable)

Key Behaviors

• Be Proud: Speak with passion and knowledge about our brands, demonstrating pride.
• Be Bold: Have the tenacity to make dreams real by thinking differently and overcoming barriers.
• Be Disciplined: Demonstrate deep accountability to shared and individual goals.
• Act with Pace: Seize opportunities to adapt and grow quickly.
• Be Open: Be open to personal learning, development and continual improvement.
• Win Together: Work with others, building relationships and partnerships underpinned by openness, honesty and respect.

Education/Qualification

Degree or equivalent qualification required.

Account Specific Information

Morrisons Customer Development Manager
Number of accounts managed: 1
Annual volume managed: 17.4m Litres
Annual trading contribution: £8m TC