Business Development Executive (Mini Chains & Cash and Carry)

South East London
15 Jan 2019
29 Jan 2019
Imperial Tobacco LTD
Business Sector
Non Food & Drink
Full Time
Contract Type

About us

Business Development Executive (Mini Chains & Cash and Carry)
Field based (South East London & North Kent)
Competitive Salary + Car + Bonus + Pension + Holiday

Imperial Tobacco Limited is one of the largest Fast Moving Consumer Goods (FMCG) manufacturers in the United Kingdom. Our mission is to create something better for the world's smokers, whether that's via a tobacco portfolio that offers consumers comprehensive brand choice or through our best-selling e-vapour brand, blu. ITUK is part of Imperial Brands PLC, a dynamic FTSE100 FMCG company.

The role

The role of the Field Force Development Executive (FFDE) is to deliver the core business KPI's of volume, share and profit in an agreed set of Mini Chain Customers, Independent Cash and Carry's and National Cash and Carry's within a set geographical territory. This is delivered through being directly accountable for the Distribution, Availability, Merchandising, Pricing and Advocacy (DAMPA) execution in the territory. The delivery of these objectives will be supported through a planned and executed Call Coverage strategy.

Key accountabilities
  • Responsible for the commercial performance of the Imperial Brands in the mini chain accounts on the FFDE territory.
  • Drive DAMPA delivery every call:
  • Distribution - of Core and Anchor range
  • Availability - At call of Core and Anchor
  • Merchandising - All our brands on the shelf
  • Pricing - Drive RRP or below in all Mini Chain outlets
  • Advocacy - Our brands and our plans are advocated
  • Responsible for coverage of mini chains as per SMO capacity plans
  • Own and drive contract sign up and compliance within Mini Chain head office - and deliver execution through the RDR team
  • Work with ABM's and RDR's on territory to discover new Mini Chains
  • Responsible for the commercial performance of Imperial Brands in Independent Cash and Carry's on the FFDE territory.
  • Drive RRP or below in all Independent Cash and Carry's
  • Responsible for coverage of Independent Cash and Carry's in line with business expectations
  • Ensure Imperial Brands stock is available for the salesforce operational activity
  • Manage promotional activity against set budget in Independent C&C's
  • Build staff advocacy through Ad-Hoc and centrally planned activity
  • Own and drive contractual signup within depot
  • Responsible for the performance and compliance to national programmes of Imperial Brands on the FFDE territory.
  • Responsible for coverage of National Cash and Carry's in line with business expectations
  • Own the compliance to the National C&C contracts and any ad-hoc activity within depot

Skills & experience
  • Field Sales experience
  • Broad understanding of ITUK, and its business strategy and objectives
  • Merchandising standards
  • Understanding of brand portfolio to meet customer/shopper needs
  • Understanding of the category and shopper behaviour
  • Good commercial knowledge for pricing/profitability/ROI coaching
  • Basic knowledge of IT business applications
  • Structured commercial selling skills and techniques
  • The ability to trouble shoot availability issues and guide RDR colleagues on root cause analysis
  • Strong interpersonal skills with a proven ability to manage and motivate
  • Excellent organization and time management
  • Excellent communication skills with a wide range of people
  • Able to influence and negotiate and demonstrate effectiveness in both

What we offer

Imperial Tobacco offers a competitive package of salary, bonus scheme, pension and 25 days holiday (with an additional 4 days on top to cover the Christmas period and bank holidays).

Next steps

Interested applicants should apply with a letter of application highlighting their suitability for the role and current CV.

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