Brakes Group

Product Sales Advisor

Recruiter
Location
Home Based
Salary
Competitive
Posted
12 May 2017
Closes
09 Jun 2017
Ref
04161
Contact
Brakes Group
Business Sector
Food & Drink
Hours
Full Time
Contract Type
Permanent
Food Product Sales Advisor

HOME BASED - COVERING NATIONAL HOSPITALITY CUSTOMERS WITH PROXIMITY TO SOUTH EAST PREFERRED

To work within the Hospitality Team covering National Accounts within the Hotel, Pub, Restaurant and Leisure Retail sectors.  As the food product expert you will be recommending the right product to the right customer and closing the sale alongside the National Account Manager to deliver our cross sales budget aligned to the Hospitality Divisional Director.

Focusing on devising the best approach by customer and category to deliver all additional sales opportunities identified by yourself, the Sector Marketing Manager and Account Managers.

A passion and in-depth knowledge of the food industry is crucial to make this an enjoyable role. A track record of delivering sales and profit budgets will make this a successful role.

Key Deliverables:

A stretching but achievable budget for cross-sales (any incremental product sale to those currently supplied by Brakes) by working with the matrix team and supporting the national account managers
Where opportunities have already been identified and budgeted, these need to be delivered. If there are unsuccessful tenders you will work with the matrix team to identify and deliver new opportunities to ensure we hit our budget.
Update the product opportunity pipeline by working with Customers, Sector Marketing Manager, National Account Managers and Group Account Directors.
Work with Sector Marketing Manager, Category Directors, Category Mangers, Product Development Managers and Development Chefs to ensure opportunities for cross-sell are met with appropriate and commercially viable range development.
Act as a link between NAMs day to day sales role and wider opportunities to agree with Group Account Director and Sector Marketing Manager the most successful approach to deliver budget
Work with Corporate Graphic Designer (currently Amy Connelly) to produce relevant cross-usable support materials to deliver cross-sell.
As appropriate to work alongside The New Business Team to develop a ‘once won’ plan to convert un-tendered categories into cross-sale opportunities

KPIs:

Deliver all high probability (75%) opportunities identified in the pipeline
Deliver 50% of all medium opportunities
Deliver 10% of all low opportunities
Working with Sector Marketing Manager and category teams address range gaps in current proposition to improve pipeline probability (lows to mediums / mediums to highs)
Support team in achievement of the Hospitality Sector P&L budget (NSV & TM)
Development of strong and positive working relationships within the Hospitality Matrix Team, procurement, and category teams to support delivery of our goals.
Excellent communication skills to update all relevant parties on performance and required support to deliver the pipeline.
Demonstrate a strategic view of the sector and customers’ needs to identify future opportunities
Own accountability with the Sector Marketing Manager for product cross-sell targets

Key Relationships:

Divisional Director, Channel Heads and Hospitality Sector Sales team
Directors of Procurement, Pricing and Category (incl Heads of)
Category Managers and Product Development Managers
Hospitality Sector Development Chefs
Matrix team relationships in Finance, HR, Supply Chain.
Insight Manager (currently Mark Butler)
Corporate Graphic Designer (currently Amy Connelly)
Key customer contacts (ie Hilton, Accor, Fullers & Wyevale etc.)
Knowledge, Skills, Experience

Candidate Profile - Essential:

A passion for food and extensive knowledge of latest high street trends and foodservice innovations
Commercial acumen around product costs, sales price, margin expectation and expected volumes based on customer and opportunity
A sales background with a proven track record in delivering sales and profit growth in LFL accounts with additional product cross-sales and margin beneficial switches.
Joint business planning and monitoring
Previous man-management experience
Resilience
Desire to succeed
Self-starter
Has ability to set SMART business objectives
Numeric and verbal reasoning
Attention to detail
Excellent communicator
Commercially focused
Driving Licence
IT literate
Can demonstrate effective planning, briefing, implementation and monitoring of projects or initiatives
Interpret understand & act upon financial data
Can demonstrate a strategic overview and plans according to importance and urgency

Candidate Profile - Desirable:

A strong understanding of the marketing role and the proposition of food retailers across Hotels, Pubs and Restaurants – ie our customers
Operational knowledge of delivering a food proposition at site level including experience with menu writing and costing
Foodservice experience and specific knowledge of the hospitality sector and current dynamics (opportunities/challenges)

Competencies/Leadership Themes:

A recognised performer in product sales with high credibility with commercial colleagues in prior roles
Proven consumer or customer centric thinking, with examples of turning insights into actionable plans
Motivated more by delivering profitable growth through pragmatic plans than purity of process and marketing aesthetics.
Self-motivated/Self-starting with an ability to balance conflicting priorities
Proven tenacity/endurance, seeing through medium term projects to completion while navigating inevitable short term challenges.
Proficient and confident presenter able to engage and influence a wide range of internal and external stakeholders.
Can do attitude and prepared to travel across the UK with overnight stays away from home
Evidence of significant successful customer/client interactions selling in marketing plans and influencing customer thinking.