Field Sales Operations Executive

Date: 11 Sep 2023

Location: Hemel Hempstead, GB, HP2 4TZ Solihull, GB, B90 4NA

Company: Britvic

We are hiring for 2 positions:

1). Located in Solihull or Hemel Hempstead - with the option to be remote if required. 

2). UK based - with the option to be remote if required. 



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, J2O, R. White’s & London Essence. We exist to help people enjoy life’s everyday moments.


About the Role:
To drive our M2025 strategic priorities, more focus & resource is going into Field Sales Operations (previously known as Outlet Contact). In FY24 the Field Sales Operations team will create additional internal roles to drive Britvic growth ambitions across IC & Hospitality. This particular role will align into our Un-Managed Retail (Symbols & Indies) Operation. 

The Executive role will support the Field Sales Operations Manager to deploy our contact strategy ensuring optimum methodology for contacting/communicating with our customers at outlet level via field visits, telemarketing, direct marketing. The initial focus will be Unmanaged Retail Channel (Symbols, retail clubs & independents) channel and it’s associated RTM Wholesale.

Crucially the role will ensure the plan is aligned with business requirements by working with the Field Sales Operations Manager. The exec will also be responsible for tracking performance, evaluation & auditing within the Un managed Retail Field Team working alongside the other Field Sales Operations Executive in this team. The candidate must have the ability to turn complex and disparate data into compelling and actionable insight. The role will also be responsible for briefing in, setting up and leading the delivery of campaigns where applicable.

The role fits within the Field Sales Operations team, a centrally managed team that owns GTM at Outlet level for Britvic GB and management of our Field Team resource. The team sits within the IC function within Commercial Growth and key stakeholders include Customer Management, Brand Operations, Insight, Customer Operations and Marketing.


Key Responsibilities:

  1. Deliver the ‘Go to Market Execution’ for the channel
  2. Build an excellent understanding of the Convenience market and include one day a period in trade. 
  3. Support the Field Sales Operations Manager to develop the ‘Un-managed’ outlet contact plan that is aligned to the business priorities and executional delivery set against the 3rd Party Supplier Contractual KPI’s.
  4. Ensure that the regular and tactical campaigns are clearly briefed, tracked and managed through to completion and make recommendations to course correct in the moment during campaigns being live.
  5. Support the management of the 3rd party providers with regards in year budget, forecast & costs/KPI’s/collateral required to activate the work. 
  6. Implementation of the channel shape of service against the agreed budget to deliver a tailored and optimised operation to influence all worthwhile outlets in year (regular and tactical callage).
  7. Conduct and document case studies to identify indicative ROI against types of execution and/or specific actions in call
  8. Support the Field Sales Operations Manager to deliver a full integration of regular and flexible contact to maximise return.
  9. Be the central point of contact for Field Data & Analytics. In particular regards to evaluation/insight for the Un-managed 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 service providers to ensure that all weekly and period reporting for 3rd party outlet contact is fit for purpose and is delivered in a timely manner
  2. Support the ownership of CRM development with 3rd party suppliers.
  3. Support Field Sales Operations Manager with management of 3rd party providers on ways of working/capability/brand knowledge and passion of it’s team to deliver greater capability.
  4. Identify trends and make recommendations to experiment, innovate & evolve outlet contact in order to drive the function & channel forwards in terms of capability & expertise.

Business Engagement

  1. Own the input of the outlet execution scorecard for the Un-managed Team and drive accountability of themselves & others for any actions where necessary.  Identify correlations, trends, anomalies and opportunities. 
  2. 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. Develop relationships & drive accountability with stakeholders across Commercial Growth, the Commercial teams, Marketing, Pepsico and the 3rd party suppliers.
  5. Manage audit and governance process of these suppliers and take action where necessary. 


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 and relevant 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 turn outlet insight into commercial opportunities
  7. Ability to present at Channel Team Meetings (Commercial Sales Team)
  8. Excellent auditing and governance skills
  9. Ability to turn complex raw data into compelling and actionable insight
  10. Understanding of the soft drinks & Energy Drinks market
  11. Expertise in systems, especially MS Excel and CRM systems 
  12. Proven attention to detail and accuracy
  13. Proactive, forward looking and challenging mind set, with confidence to lead agenda.
  14. Ability to manage multiple tasks and deliver quality output in fast paced rapidly changing environment
  15. Ability to prioritise and focus on key issues, taking ownership and follow through to deliver results
  16. Excellent communication skills, both verbal and written



  1. Degree Level or Equivalent


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