Job Purpose Summary

Establish sales strategy and general operations for the CMS Consumer Business Unit for both Retail and online with the objective to deliver sales growth through new customer acquisition, increasing SoW (share of wallet) and driving incremental business. To execute a B2C sales strategy that will clearly differentiate CMS from its competitors and position CMS as the Distributor of choice for new and existing customers/vendors

Role Responsibilities

Develop business within the CMS customer base by identifying new opportunities and new accounts and collaborating with CMS Account and Product Management teams
Drive personal Customer / Vendor interaction & relationships at a senior level through Customer visits, QBRs and Industry events.
Improve key metrics within customer base: Supplier rating, vendor market share (SoW), establishing new product ranges, site visits, collaborated vendor visits, CRM pipeline, influence and improve conversion rate of pipeline
Grow Whitespace through New Customers & New Vendor penetration
Drive appropriate Sales behaviours and high levels of activity.
Collaborate with CMS Business Development and Vendor Management Teams, ensuring successful delivery of KPIs, including customer meetings, Vendors per customer growth and incremental revenue and GP targets.
Organise and manage regular Business Reviews with CMS customer base. Take ownership for discussing and agreeing these business plans and provide regular performance updates.
Support important projects that drive automation, productivity, innovation and efficiency for each account.
Identify market trends & outlooks to provide confidence for making strategic business decisions.
Train and enable the customers’ sales team to a high standard.
Attend appropriate customer events and exhibitions, representing CMS and our vendors.

Additional Responsibilities

Strong understanding of multiple business functions such as sales, commercial, marketing, pre-sales, vendor & client management.
Work proactively with the Retail Management team to build a performance culture Setting strategy, aligning resources, inspiring action, prioritization, and managing conflict.
Operating within CMS values and procedures to address and solve, problems without supervision
A passion for driving and delivering growth in current and new channels.
Previous success in Retail Account Management/ Sales Management/ Business Development role, with an understanding and experience of the Consumer products market
The ability to build trusted partnerships at Executive & Director level
Tenacious, target driven and results orientated.
Ability to set pricing strategies and maximising profit where possible.
Strong understanding of multiple business functions such as sales, commercial, marketing, pre-sales, vendor & client management.
Willing to travel on business, as required.
Experience and skilled in creating customer targets, incentives and rebate schemes
Experience of customer tender contracts and securing exclusivity

Skills & Personal Attributes

The ability to build trusted partnerships at Executive & Director level
A great commercial understanding, constantly seeking opportunities to improve financial performance, process and culture
Comfortable working in a fast-paced, dynamic environment with high-degree of self-ownership.
The ability to manage multiple Strategic, Tactical and Operational priorities through to completion with short and long-term objectives.
Time management and strong organisation skills
Excellent written and verbal communication & presentation skills
High Emotional intelligence, with a genuine empathy for people and the ability to get alongside and motivate them.
A positive, can-do approach is essential for success in this role.
Attention to detail and accuracy are key attributes.
Integrity and confidentiality are key to this role.
Flexible, possesses good influencing skills.
Articulate with excellent communication skills.
The ability to multi-task and deliver against expectations and deadlines.

Key Traits

CMS believes that a diverse and inclusive workforce enriches and is integral to the success of our company. We value diverse opinions and perspectives, and therefore welcome candidates from all backgrounds including but not limited to, ethnicity, gender, age, nationality, culture, religious beliefs, sexual orientation and neuro-diversity.

Retail Business Development Manager

Job Description