Business Development Manager- South

Full time
Posted 1 month ago

The Business Development Manager role is designed to support the sales team with Planning, Revenue and Analytical support aligned to company strategies and enabling the local sales team (ASM/MDM) to spend more time selling and driving distributor execution

Planning Process (Annual / Trimester)

Planning should be focused on the top 80% of the distributor volume in assigned market and create a simplified process for MDM’s to complete in smaller markets

  • Annual Business Plans
    • Complete pre – work planning process and gain initial distributor insights
    • Complete local ABP templates for assigned markets activating strategic initiatives identified at corporate and local level
    • Attend and present ABP’s and secure alignment with distributors making up 80% of business in assigned geography
    • Align on Key Performance Indicators for assigned markets and track/measure/communicate progress
    • Work with local team (ASM/MDM) to align on Price Promotion and Budget plans for assigned markets
    • Integrate with marketing to plan and ensure inclusion into distributor plans
    • Follow up on any post meeting opportunities and keep plans alive throughout year
  • Trimester Business Plans
    • Further localization of ABP strategies and marketing programs for assigned distributors
    • Alignment of KPI’s for upcoming Trimester
    • Build gap plans for shortcomings against previous trimester results
    • Work with MDM’s, Marketing and Distributors on POS orders to ensure support of in market programming
  • Monthly Fishing Reports
    • Complete monthly Fishing Report for assigned markets providing updates on performance to plan and upcoming priorities
  • Oversee the planning (forecasting, ordering) and launch of new styles/sku’s

Revenue Management

Increase the value of the enterprise, while working with distributors to increase SWB profit pool within distributorship

  • Understand pricing strategy by segment and identify opportunities within assigned markets
  • Complete financial worksheets for each assigned distributor
  • Review price promotions within assigned markets and complete ROI model to determine effectiveness of program
  • Work with distributors on pricing programs to drive volume during key marketing programs
  • Conduct PTR reviews each trimester and address gaps in pricing commitments
  • Execute in market pricing surveys for opportunities to increase PTR’s and FOB’s
  • Build financial models for new markets and provide input on optimal revenue options

Budget Management / R.O.I. Discipline –

Maximize joint investments between SWB and Distributor

  • Review Co – Op spending budgets for assigned distributors and provide guidance on effective options for spending or areas needed to be cut back
  • Provide review of media spends by market on a trimester basis
  • Assist in establishing distributor level incentives and ongoing tracking against progress
  • Complete ROI review for each incentive program in assigned markets
  • Analyze TE usage by MDM in assigned geography

Forecasting and Quality

Reduce product waste by ensuring forecasts for product and packaging are achievable

  • Review Shipments vs. STR’s for assigned markets and provide action steps for ensuring DOH within 12/20
  • Lead process with MDM’s on specialty style allocation and ensure product is moved through distributor inventory
  • Work with internal operations team to develop seasonal forecast amounts

Administration Details –

  • Completion of monthly admin tasks of work calendar, T&E report, VIP and Armadillo-IRI report analysis, weekly/monthly cadence dues from Team
  • Provide V.P. of Sales a monthly overview of upcoming projects/priorities and recap previous months accomplishments, an internal Fishing Report

Job Requirements:

  • 7 – 10 years of experience in Wholesaler Management
  • 5 – 7 years of experience managing a team to successful completion of goals
  • 3 – 5 years of retail focused role driving growth and customer alignment
  • College Degree from an Accredited University



Job Features

Job CategorySales

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