JOB DESCRIPTION
Job Title: Business Development Manager (FL)
Reporting to: Vice President of Business Development
Geographical Reach: Southeast US Market
Job Description:
Build and execute a regional sales growth strategy tied to market sales goals for the Southeast territory with a specific focus on delivering sales growth through the stockist and painting contractor segments. Focus and time will be spent 75% of time on driving sales through new points/outlets of distribution/market develop. The remaining time will be focused on driving new and existing sales through F&B showrooms and stockist by developing strong working relationships and brand engagement with the local painting contractors segment.
Summary of Main Duties and Responsibilities:
· Create and execute a targeted growth plan for the territory.
· Achieve the business plan and sales revenue targets.
o Prospect, generate new leads and secure new Stockists & Contractors to grow the sales volume and geographic distribution of the brand.
o Build same store sales in line with set targets
§ Ensure Stockist and Painting Contractor training needs are met and exceeded by sharing product knowledge through appropriate seminars.
§ Build, nurture and manage positive stockist & contractor relationships
§ Inspire consumers through local marketing activity and outreach.
§ Work with outside sales teams to drive hard specifications of F&B through to the paint contractor.
· Inspire and train Stockist’s staff and painting contractors on the F&B difference and on the product knowledge (technical, color etc.) necessary to offer exemplary customer service – helping to create ambassadors of the brand.
· Drive stockist, consumer and painting contractor engagement through product & color knowledge, training, events, pro shows.
· Ensure that Farrow & Ball Stockists, consumers and painting contractors are extended the highest levels of customer service at all times.
· Be the F&B specification and product knowledge expert in the market. Lead and support the F&B showrooms, stockists and painting contractors through product/selling events, specifications and training.
· Collaborate with marketing on plans to drive brand awareness, on channel marketing needs to support sales growth and on executing marketing plans within the territory.
· Negotiate and monitor the F&B brand presence within the Stockist environment.
· Ensure a great brand experience for all F&B customers working with our business partners to:
o Provide high standards of customer service with well trained and courteous staff
o Maintain optimum in store brand presentations in line with F&B merchandising and display guidelines.
o Rotate stock, hold the right stock mix and stock levels to maximise sales opportunities and prevent lost sales.
· Monitor customer, market and competitor activity within the local market.
· Provide monthly recap of business to budget & last year with key insights.
· Offer expertise and knowledge on the B2B website.
· Create a team culture of success by sharing best practice and business “wins” with the wider team.
· Ensure company Health and Safety standards are observed.
· Ensure operational excellence is delivered and maintained.
· Review systems, processes and procedures on an ongoing basis to continually improve efficiency and create business excellence.
· Maintain the Farrow & Ball image to the highest standards.
Key Skills/Experience
· Strong sales background with a minimum of 5 years related professional selling experience.
· Product training expertise
· Paint product knowledge & application experience is a plus.
· Experience with retail operations preferred.
· Excellent communication skills
· Strong market and industry knowledge – premium/super-premium products.
· Self-directed/motivated and results oriented.
· Solid computer/time management/prioritization skills. Strong oral and written presentation skills.
· Valid driver’s license and a clean driving record.
· Ability to work and travel within assigned territory 90% of the time.
· Bilingual English/Spanish is a plus.
This is an outline Job Description and employees are expected to undertake other duties as directed.
Must be prepared to work as part of a team and assist or carry out other duties during periods of high workload, sickness, holidays and emergencies.
Signed:
Date: