Business Development Manager

Job Purpose

Win distribution and drive rate of sale of a portfolio of world-renowned, award-winning spirits brands in the Irish On-Trade & Off-Trade through structured selling technique and commercial acumen with the implementation of activation programmes in key outlets within a territory, recruiting consumers whilst improving distribution and visibility with a rigorous focus on driving sales-out and consumer call.

Key Responsibilities & Critical Success Measures

• Working with minimum supervision, manage a core number of accounts within a territory to deliver the On Trade & Off-Trade brand building plan and activation programme. Examples of activation, Perfect Serve, Sampling, Tailored Competitions, Menu Presence, permanent unique brand visibility.

• Will meet Key Performance Indicators including but not limited to: Daily Call-Rate, Distribution Growth, Rate of Sale Growth, Volume Targets, Debt Management.

• Achieve preferred partner status with key outlets by developing tailored solutions to meet consumer needs and establishing expert status through advice on the Spirits Category, proposing range by Hi-Spirits Ireland segmentation model.

• Deliver brand training modules to educate trade professionals and utilise Brand Managers and or Sales Managers to supplement this as appropriate.

• Record relevant outlet information via technology provided in all outlets to record outlet information, activation and deliver appropriate presentations.

• Manage budgets to deliver KPI targets eg Pouring Accounts, Menu Presence, Listings, Activation, Incentives, Distribution, NBD growth, ROS acceleration.

• Identifying opportunities via market intelligence and networking with customers to enable the targeting of the right consumers.

• Effectively plan and manage the working day to ensure coverage is achieved at key trading times of customers. This will involve evening work and a requirement to live within reasonable travelling distance of the core area.

• Ensure, that customers are equipped to serve and promote the Brand to consumers and enable them to become champions/ambassadors for our brands.

• Develop and forge strong relationships with key wholesalers.

• All administrative requirements completed on-time & in full.

Functional Competencies

• Planning & Organising

Demonstrates an ability to plan, organise and execute activities using own initiative.

• Communication

Expresses self in a clear, succinct and compelling manner in both individual and group situations.

• Customer/Consumer Commitment

Knowing, understanding and delivering a high level of quality service to both internal and external customers.

• Structure

Ability to routinely follow a proven winning sales method and flex own style.

• Business Awareness

Comprehensive understanding of own business area and its impact on the wider organisation.

• Self-Awareness & Development

Appetite to grow self and develop skills to maximise potential and deliver career ambitions.

Knowledge, Skills and Experience

• 3-5 years’ experience in sales within FMCG sector. Experience in alcohol sales will be a distinct advantage.

Knowledge, Skills and Experience

• 3-5 years’ experience in sales within FMCG sector. Experience in alcohol sales will be a distinct advantage.

• Broad knowledge of Irish On-Trade & Off-Trade and strong commercial experience ideally with a spirits background.

• Comprehensive understanding and working knowledge of brand building with proven ability to execute commercial delivery.

• Strong influencing and negotiation skills with the ability to develop and maintain relationships at all levels.

• Experience of activating brands in the On Trade & Off-Trade is essential.

• Strong understanding of balance between commercial delivery and brand building agenda.

• Strong IT skills and able to use data to interpret insights and build plans.

• Strong presentation skills and experience at delivering training / presentations.

• Bartending/mixology/hospitality industry experience an advantage.

• Commercial & Financial acumen with a demonstrated ability to build compelling customer propositions that will deliver brand growth and meet customer needs.

• Third-level qualification desirable, not essential.

• Industry-related qualification (e.g. WSET) desirable, not essential.

• Full, clean driving license.

Personal Characteristics

• Ability to demonstrate professionalism, credibility, trust and respect both internally and externally.

• Creative with an entrepreneurial spirit and infectious passion to build and develop the On-trade & Off-Trade business.

• Strong relationship management skills

• Ability to influence at a variety of levels.

• Adaptable and resilient.

• Works to add value.