Field Sales Operations Manager

At Britvic we’re on a journey to become the most dynamic soft drinks company. As one of the UK’s leading players in the FMCG market we pride ourselves on setting high standards, being courageous and pushing ourselves to think outside the bottle.

We offer consumers a range of family favourite and global premium brands such as Robinsons, Tango, J20, R Whites & London Essence. We exist to help people enjoy life’s everyday moments.

About the Role:
The Field Sales Operations Manager will define our Go-To Market (GTM) contact strategy ensuring optimum methodology for contacting/communicating with our customers at outlet level via field visits & other associated contact methods. The role will initially lead & develop the Licensed FTB channel field operation with focus on Winning Dispense ‘Unit Net Gain’ via New Installs & Contract Resigns. The role also focuses on Emerging Brands such as London Essence & ALCO regards new installations, Activation & embedding propositions in outlet.  

Critically, the role will ensure that the plan is aligned with the business requirements by understanding the market and the brand & channel priorities/deliverables. Close alignment through the Holistic FTB City Strategy is required, working in partnership with Customer management and also the LE / Alco Commercials teams to ensure outlet activation delivers against the key brand priorities. The role will directly manage the direction and expectations of the outsourced Field agency providers for the ‘Plan & Execution’. The role will also have line management to the Field Sales Operations Executive for Licensed.

The role fits within the wider ‘Field Sales Operations’ team, a centrally managed team that owns Outlet level GTM for Britvic GB. The team sits within the Commercial Growth team and key stakeholders include Customer Management, Brand Operations, Insight, Customer Operations and Marketing.

Key Responsibilities:
Lead the ‘Go To Market Execution for Licensed FTB Field Team’:

1. Develop and manage the total Field Operations plan (Strategy & Execution) in the channels aligned to business priorities and executional delivery.
2. Build an excellent understanding of the FTB Licensed market and industry to enable collaborative working with the wider business, supporting and challenging them to continuously improve the outlet contact plan.
3. Management of the 3rd party providers with regards in year budget, forecast & costs/KPI’s/collateral required to activate the work. 
4. Ownership of ‘Field’ GTM shape of service set against the agreed budget to deliver a tailored & optimised operation to influence all worthwhile outlets in year. 
5. Conduct and document case studies to identify indicative evaluations / ROI against types of execution and/or specific actions in call.
6. Ensure full integration of regular and flexible contact to maximise return
7. Be the central point of contact with regards to evaluation/insight for all outlet contact into end accounts across the associated channels.  Ensure that the team evaluate activity pre, during and post completion to ensure that insight and learnings are captured and used ongoing. 

Deliver Great Outlet Experience / Future Outlet Outlook:

1. Work with the providers to ensure that the reporting tools are fit for purpose and delivered to key stakeholders for Britvic in a timely manner.
2. Ownership of Channel CRM development for 3rd party suppliers for associated Field Sales Teams.
3. Channel leadership & management of 3rd party providers on ways of working/capability/brand knowledge & passion of it’s team to deliver greater capability.
4. Identify trends and make recommendations to experiment, innovate & evolve Field Operations in order to drive the function & Field Team in terms of capability & expertise. 

Business Engagement:

1. Own the ‘Field’ outlet execution scorecard for the associated channels (internal / external) and drive accountability of themselves & others for any actions where necessary. 
2. Ensure that the Channel Field Sales Operations team track performance on KPI’s / metrics that 3rd parties are unable to measure and provide. E.g., due to capability or confidentiality. Such as call files based on incremental TC opportunity.
3. Relevant Attendance at relevant cross-functional channel meetings to ensure KPI’s are in alignment to business priorities and tracks progress against the plan.
4. Support the wider Holistic Contact Strategy & development within the Hospitality channel with the commercial team, including effective CRM management. 
5. Develop relationships & drive accountability with stakeholders across Commercial Growth, the Commercial teams, Customer Operations, Marketing and the 3rd party suppliers.
6. Manage audit and governance process of these suppliers and take action where necessary. 

Team Leadership:

1. Lead and coach team members and ensure optimum development plans for each individual are put in place.
2. Line management of Field Sales Operations Executive (Licensed)
3. Set clear performance objectives for direct reports, aligned to the business unit and corporate strategies, driving a culture of accountability & ownership for delivering against these.

Knowledge, Skills & Experience Required:

1. Proven influencing/leadership skills across a range of stakeholders (including customers) and a business partnering outlook.
2. Ability to inspire a great performance for Britvic via 3rd party agency employees
3. Strong analytical and interpretive skills, ability to deliver data in a user-friendly format.
4. Commercially aware with experience in FMCG and field sales operations 
5. Strong understanding of the outlet universe and contact methods
6. Ability to create vision & purpose & navigate & lead teams towards that.
7. Excellent auditing and governance skills
8. Contract management experience
9. Understanding of RTM’s and how to influence them
10. Strong understanding of the soft drinks market. 
11. A strong understanding & experience of Hospitality is preferred, but not essential.
12. Expertise in systems, especially MS Excel / Power Bi-level, CRM systems is useful but not essential. 

We believe we are stronger together and that’s why we’re committed to providing equal opportunities to all applicants and employees. We know that by building a truly inclusive environment where everyone feels celebrated, safe and respected - diversity and wellbeing will naturally thrive