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 Distributors 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 SMCs 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 SMCs 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