Business Development Representative

Overview

The Business Development Representative is central to expanding both current and novel Routes to Market (RTMs) within Suntory Soft Drinks accounts. This role operates across the Direct-to-Store (DTS) and Out-of-Home (OOH) channels, leading commercial growth efforts aligned with Suntory's strategic objectives.

Key Responsibilities

• Surpass agreed sales and profit growth benchmarks.
• Exceed role-specific KPIs consistent with broader business targets.
• Tailor strategies to optimize returns within distinct customer channels.
• Drive strategic planning to foster future growth in current and emergent channels.
• Maintain and deepen understanding of customer pipelines through diligent management.
• Design structured territory journey plans to maximize visit effectiveness and sales volume.
• Manage existing customer call-files rigorously, growing sales via in-person visits guided by journey plans.
• Identify and cultivate new business customers within existing and new sales channels into regular accounts.
• Efficiently schedule appointments to enhance outcomes from physical visits.
• Collaborate with the sales team to assist in meeting personal and company-wide objectives.
• Ensure timely and proficient completion of all necessary administrative tasks tied to account management.
• Respond to additional requests from management or key client contacts as required.

Channel-Specific Duties

Direct-to-Store Channel

• Meet or exceed monthly, quarterly, and annual NSV Revenue and NSV Per Litre targets within top-tier accounts.
• Oversee commercial KPI delivery across remaining DTS accounts within the NI sales team.
• Mentor and coach sales personnel to unlock DTS channel opportunities.
• Strengthen relationships with DTS key opinion leaders to expand existing and new business.
• Build and maintain connections with Customers’ Business Development Managers (BDMs).
• Achieve annual KPI targets related to distribution, space, and activation alongside colleagues.
• Implement brand strategies proactively through customer activation plans.
• Participate in customer reviews with Customer Business Managers (CBMs), reporting key achievements.
• Visit each account at least monthly or as per journey plan to cultivate reorder buyers and depot personnel engagement.
• Proactively seek and secure leads across the DTS customer base.

Out-of-Home Channel

• Collaborate closely with CBMs to ensure achievement of commercial objectives.
• Develop relationships with influential figures in OOH to create a "Pull" strategy for existing and new business growth.
• Connect and maintain relationships with Customers’ BDM teams across vending, industrial catering, education, and street food service sectors.
• Formulate seasonal strategies for full visibility during events such as staycations and sporting seasons.
• Attend customer reviews with CBMs, sharing highlights and successes.
• Serve as the OOH channel champion within the sales team, ensuring call files include OOH site accounts.

Customer Group Management

• Coordinate with CBMs and Field Sales Managers to nurture relationships across retail groups of all badges in Northern Ireland.
• Consistently achieve KPI targets for all retail groups.
• Innovate engagement in long-term Joint Business Plans (JBPs) to leverage brand strengths and activations.

Benefits

• Competitive salary package.
• Quarterly commission bonus at 10%.
• Provision of company vehicle and fuel card or mileage reimbursement.
• Company-wide recognition awards and regular internal events.
• Discounted health insurance and access to company pension scheme.
• IVF support policy and enhanced maternity/paternity pay.
• Reward and recognition via People Awards Scheme.
• Opportunities for rapid career advancement from six months for top performers.
• Employee assistance program and active diversity and inclusion initiatives.
• Participation in Bike to Work and employee referral schemes.

Additional Notes

Each employee at CPM plays a vital role in driving company growth, emphasizing a people-first culture. Success in this role requires both a proactive, winning mindset and a strong digital orientation to foster continuous improvement and best practice across the organization.