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Business Development Manager

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Date: 30-Sep-2020

Location: Hemel Hempstead - Breakspear P, Hemel Hempstead - Breakspear Park, GB

Company: Britvic

Account Controller - Workplace, Education & Healthcare



<span style="font-family:"Calibri",sans-serif">About the Role:

<span style="font-family:"Calibri",sans-serif"> A leadership role reporting directly to the OOH Commercial Director in a sector where Britvic have the largest market share opportunity across the channel. Build and execute a high growth strategy with a highly motivated and skilled team to ensure Britvic brands are distributed and visible in as many relevant outlets as possible.

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<span style="font-family:"Calibri",sans-serif">Now splitting some of the sub-team into specialist Workplace, Education and Healthcare experts this role will use its expertise in these channels to enhance our current plans, all in aid of the strategic ambition to grow share within this channel. As a result there is an opportunity to leave a real legacy within this role as it will be instrumental in unlocking growth across OOH.

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<span style="font-family:"Calibri",sans-serif">Key Responsibilities:

<span style="font-family:"Calibri",sans-serif">To be accountable for development, management and delivery of your channel strategy and plan to grow the quality distribution of the Britvic range in Workplace, Education and Healthcare outlets.

<span style="font-family:"Calibri",sans-serif">To build upon strong relationships across customer portfolio and key personnel in foodservice wholesale teams

<span style="font-family:"Calibri",sans-serif">To be accountable for ensuring that your CDMs develop, manage and deliver high quality sub-sector strategies that grow the quality distribution of the Britvic range in outlet through new business activity and organic customer growth

<span style="font-family:"Calibri",sans-serif">Ensure outlet contact strategy and field team objectives align to your CDMs plan and channel strategy

<span style="font-family:"Calibri",sans-serif">To be accountable for ensuring that your CDMs develop, manage and deliver high quality customer plans to drive share and absolute growth through execution of Head Office JBP and focus on the end outlet

<span style="font-family:"Calibri",sans-serif">To have an excellent understanding of the market and industry in which you operate, to enable you to work collaboratively with the channel leadership team and our internal functions supporting and challenging them to continuously improve your team’s effectiveness.

<span style="font-family:"Calibri",sans-serif">To proactively review and analyse the performance or your CDM team, implementing course corrective action as necessary and driving a dynamic, cross functional, collaborative way of working in order to maximise the performance.

<span style="font-family:"Calibri",sans-serif">To be responsible for ensuring delivery of key channel objectives, e.g. distribution growth, equipment, space & visibility, NPD delivery and outlet execution in line with key customer and channel plans.

<span style="font-family:"Calibri",sans-serif">To ensure that high quality preparation is done prior to your customer meetings and that customer meetings are appropriately structured and run in order to maximise business opportunities. Also accountable for ensuring that your team engage with customers in the same efficient way.

<span style="font-family:"Calibri",sans-serif">To build collaborative relationships with key internal & external contacts to enable you to identify and capitalise on further business opportunities.

<span style="font-family:"Calibri",sans-serif">To ensure that a significant amount of time is spent in trade to:

  1. <span style="font-family:"Calibri",sans-serif">Accompany team members at both existing and new customer meetings
  2. <span style="font-family:"Calibri",sans-serif">Build knowledge, understanding and insight to support better outlet execution
  3. <span style="font-family:"Calibri",sans-serif">Evaluate execution & quality distribution

<span style="font-family:"Calibri",sans-serif">To attend relevant meetings and conferences and to run your own appropriately structured, execution focused team meeting

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<span style="font-family:"Calibri",sans-serif">P&L Responsibility

<span style="font-family:"Calibri",sans-serif">To be accountable for ensuring delivery of your customer portfolio P&L:

<span style="font-family:"Calibri",sans-serif">Responsible for delivery against all aspects of P&L down to TC

<span style="font-family:"Calibri",sans-serif">Ensure this P&L delivery by customer is forecasted accurately in Britvic systems via various RTM’s.

<span style="font-family:"Calibri",sans-serif">Manage appropriate mix of existing business development and new business creation

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<span style="font-family:"Calibri",sans-serif">Leadership & People Development

<span style="font-family:"Calibri",sans-serif">To provide strong leadership, coaching and management to direct reports enabling them to maximise both their personal and professional potential and to support delivery of the Foodservice & Licensed strategy

<span style="font-family:"Calibri",sans-serif">To build high quality objectives and development plans for direct reports, aligned to the business unit and corporate strategies; and drive a culture of accountability for delivering against these

<span style="font-family:"Calibri",sans-serif">Conduct quality period 121s and performance reviews for your direct reports.

<span style="font-family:"Calibri",sans-serif">To set clear performance expectations and maximise individual and team performance

<span style="font-family:"Calibri",sans-serif">To ensure appropriate skills, knowledge and behavioural development of team members, including ensuring that they fully understand Britvic Values and the Commercial Capability framework.

<span style="font-family:"Calibri",sans-serif">To take accountability for ensuring that your team have the resources available to deliver against their objectives.

<span style="font-family:"Calibri",sans-serif">Effectively resource your team, only recruiting high quality talent that becomes a seedbed of talent for the wider team/ business.

<span style="font-family:"Calibri",sans-serif">To actively manage people issues in a timely and professional manner and in line with HR policies and guidelines

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<span style="font-family:"Calibri",sans-serif">Process & Financial Management 

<span style="font-family:"Calibri",sans-serif">To ensure that all investment in accounts is conditional and evaluated using appropriate ROI tools and that it is accruing at the appropriate rate and reviewed accordingly, in line with the Commercial Process Measures (CPM)

<span style="font-family:"Calibri",sans-serif">To ensure all investment is in line with JBP principles. 

<span style="font-family:"Calibri",sans-serif">To ensure detailed management of local promotional budgets and clear engagement with the national teams on incremental investment plans.


<span style="font-family:"Calibri",sans-serif">Knowledge, Skills & Experience Required:

<span style="font-family:"Calibri",sans-serif">Experience within the Workplace, Education and Heathcare sectors with a preference for time worked in a Contract Caterer to have strong relationships and understanding of operations.

<span style="font-family:"Calibri",sans-serif">Compelling communicator with the ability to lead from the front and galvanise a team into action

<span style="font-family:"Calibri",sans-serif">Strong commercial acumen to enable development of strong BSD commercial propositions which can be developed into implementable national and regional strategies and plans.

<span style="font-family:"Calibri",sans-serif">High levels of integrity

<span style="font-family:"Calibri",sans-serif">Structured selling and negotiation skills with the ability to share your own knowledge to the wider team.

<span style="font-family:"Calibri",sans-serif">Strong people management capability – the ability to demonstrate experience of strong line management, coaching and people development capability. Includes the need to be able to ‘coach the coach’

<span style="font-family:"Calibri",sans-serif">Excellent interpersonal skills and written and oral communication skills to enable the development of highly effective internal and external partnerships

<span style="font-family:"Calibri",sans-serif">A highly developed influencing style and comfortable with constructively challenging and being challenged

<span style="font-family:"Calibri",sans-serif">Proficient in personal planning and time management

<span style="font-family:"Calibri",sans-serif">Some experience of budgetary management

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<span style="font-family:"Calibri",sans-serif">Key Values:

<span style="font-family:"Calibri",sans-serif">We are courageous – Self-confident and belief in your own ability. Always objective and compassionate.

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<span style="font-family:"Calibri",sans-serif">Act with pace - looking ahead and seizing new opportunities. Cut through complexity, responding to opportunities or challenges with agility and pace. Listens to understand, identifying solutions that are needed to be delivered.

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<span style="font-family:"Calibri",sans-serif">We care – Cares about our brands, our role in society and our impact on the planet. Committed to the health and happiness of yourself and each other.

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<span style="font-family:"Calibri",sans-serif">Own it – Own your own integrity, how you work, show up and take accountability. Doing the right thing for the right reasons, in the right way. Saying what you mean and do what you say.

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<span style="font-family:"Calibri",sans-serif">Stronger together – Open, collaborative and inclusive, respecting and learning from each other’s unique contributions, while celebrating a collective success.


<span style="font-family:"Calibri",sans-serif">Qualifications:

<span style="font-family:"Calibri",sans-serif"> <span style="font-family:"Calibri",sans-serif">Educated to degree level or equivalent

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