Business Development Team Manager - Distribution

Business Development Team Manager - Distribution

Job Title: Business Development Team Manager - Distribution

Reporting to: National Sales Manager

Mission: Expand the distributor network, its knowledge and efficiency and increase our share of its customer base.

Duties and Responsibilities

• Lead, mentor, and motivate the distribution team, providing guidance and support to help them achieve their individual and team targets.
• To coach all aspects of job-related knowledge, skills and behaviours
• To monitor activity levels, activity quality and productive focus and provide regular feedback to individuals in the sales team
• Must be comfortable holding people to account
• To work with HR to recruit the right people for your team when applicable
• To conduct team meetings on regular basis, creating appropriate agendas
• To create appropriate data and statistics to report to Senior Leadership Team (SLT)

• Planning:

  • Performance monitoring: Understand and monitor our performance against the Distributor's own supplier performance management - share with SMC internal teams. Maintain a distributor scorecard as our assessment of distributor performance
  • Promotion: Engage distributors with product promotions in collaboration with the Marketing department
  • Contracts: Ensure contracts exist to protect SMC's brand, investments, business transfers
  • Review meetings Facilitate 6-montly board-to-board meetings with top distributors
  • Produce, execute and maintain an annual plan for sales area/account portfolio to achieve set sales objectives.
  • Continually identify new customer businesses to expand the customer base
  • Continually expand our share in all customer with an account strategy to target all achievable business opportunities
  • Maximise time in developing new business by ensuring service expectations of existing trading accounts are met by internal departments/Distribution/Online tools according to the service strategies outlined for your customer base
  • Use sales reports provided to analyse customer sales performance and trends, modifying plans where appropriate

  Make profitable sales to customers through:

  • Selling the value in our products against our customers' specific needs
  • Ownership of the business proposal, regardless who raises the quotations
  • Building and facilitating relationships between key customer contacts and the people they need to be connected with according to the service strategies outlined for your customer base

  Product promotion:

  • Develop sufficient personal depth of product knowledge to recognise and act on all opportunities
  • Recognise all capability gaps within SMC's range and register New Product Development Proposals with our Sales HQ.
  • Collaborate with specialist teams to secure new business
  • Actively participate in all product campaigns and surveys as requested by Marketing
  • Promote new products

  Supply chain planning:

  • Ensure all regular demand goods are adequately forecast, planned & reviewed
  • Ensure all irregular demand goods are either selected from our stock profile or that the customer clearly understands the delivery lead-time for non-stocked items

  Training:

  • Train all customer contacts to be as autonomous in product selection, pricing and ordering as they will accept

  Data management:

  • Maintain Sales Connect CRM so that anybody in the global Corporation can understand the strategy, sales activity, opportunities, profile and contact network of your customer portfolio
  • Maintain current and accurate customer sales potential data against which business decisions can & will be made
  • Be responsible to code all customer details correctly according to corporate guidance
  • Maintain only business-related customer data on company software

  Standard requirements of all SMC employees:

  • To work as a team to address our weaknesses and take the necessary actions to turn these into strengths
  • To work as a team, to realise the opportunities that are available and to obviate the threats
  • To strive to achieve the business targets of the corporationContribute to the growth of the company, the community and themselves
  • Comply with Health & Safety guidelines
  • Comply with the Environmental guidelines
  • To demonstrate competency in the role you perform
  • To be responsible for your own development within the role/organisation
  • Keep information confidential
  • To promote and adhere to the workplace values of SMC: respect for each other, zero tolerance to discrimination, and creation of high moral in the workplace
  • Act with professionalism, integrity, be open with your communication, think as a team and show respect to your colleagues, our customers and yourself

  Other:

  • Any other duty that may be required by your line manager, or as directed by the Management team
  • To abide by the company rules
  • Follow the procedures described in the “Employee Handbook”
  • Current UK driving licence
  • Current passport, ability to travel to Europe and Internationally, if required

  Authorities:

  • Holidays must be agreed in advanced with responsible manager
  • Any expenditure must be approved with the responsible manager

Business Development Team Manager - Distribution

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