Business Development Sales Representative

Sidekicker; Brisbane; On-site; AUD 70,000 - 90,000; Full time

Job summary

Retail Tasker Pty Ltd is seeking a Business Development Sales Representative to grow our FMCG client brands in South East Queensland. You will work with store owners and managers, using category data and product knowledge to develop compelling commercial cases and secure shelf space and promotions.

This is a field-based, consultative sales role requiring a driver's licence and the ability to travel across the territory.

Qualifications

• Requires tertiary qualification or five years of relevant experience.
• Current Australian driver's licence and a reliable vehicle.
• Right to work in Australia.

Responsibilities

• Plan and manage your territory and store portfolio across South East Queensland, visiting each store on a regular frequency.
• Build relationships with store owners, buyers and department managers.
• Present new products and range proposals using scan data and margin information.
• Sell in core and new lines and negotiate distribution and promotions.
• Explain promotional mechanics, including gross profit and return on space.
• Place orders through wholesaler and retailer systems and advise on quantities.
• Record visits and orders accurately in WIN and submit hours and travel.

Skills

Consultative selling

Negotiation

Technical product knowledge

Data interpretation

Territory management

Analytical skills

Microsoft Office

Education

Tertiary qualification in business/marketing

Tools

WIN app

Microsoft Office

Metcash ordering system

Job description

Business Development Sales Representative

Retail Tasker Pty Ltd works for national and emerging FMCG brands, growing their sales, distribution and presence in independent grocery stores and multi-store owner (MSO) groups.

The role

The Business Development Sales Representative sells business to business, to store owners, buyers and department managers, on behalf of our FMCG client brands.

This is a consultative, technical sales role. It needs in-depth knowledge of each client's products, including specifications, ingredients and allergens, shelf life, storage and handling, pack formats and labelling claims, along with category management knowledge and the ability to use sales and scan data to build a commercial case for the retailer.

Your customers are businesses. This is a business-to-business technical sales role.

You report to the Field Operations Manager and carry an individual share of the company's sales and distribution targets for your own portfolio of stores.

Your main tasks will be:

• Compiling lists of prospective client businesses using directories and other sources
• Acquiring and updating knowledge of employers' and competitors' goods and services, and market conditions
• Visiting regular and prospective client businesses to establish and act on selling opportunities
• Assessing customers' needs and recommending and explaining goods and services to them
• Monitoring customers' changing needs and competitor activity, and reporting these developments to sales management
• Quoting and negotiating prices and credit terms, completing contracts and recording orders.
• Arranging delivery of goods and the provision of services
• Reporting to sales management on sales made and the marketability of goods and services
• Following up with clients to ensure satisfaction with goods and services purchased, and resolving any problems arising
• Preparing sales reports and maintaining and submitting records of business expenses incurred

Responsibilities

• Plan and manage your territory and store portfolio across South East Queensland, visiting each store on your list at its required frequency (4-weekly or 8-weekly)
• Build and maintain working relationships with store owners, buyers and key department managers
• Present new products and range proposals using scan data, category performance and margin information
• Sell in missing core, A, B and C grade lines and new products, and negotiate ranging, distribution and promotional participation
• Explain promotional mechanics and deal structures, including gross profit, rate of sale and return on space
• Place orders through wholesaler and retailer systems, including Turn In Orders through Metcash, and advise on order quantities
• Record visits, orders, distribution gains and declined lines accurately in our WIN app, and submit hours and travel each working day
• Monitor competitor products, pricing, promotions and market trends, and report store and market intelligence
• Analyse sales and distribution results for your portfolio and report insights and opportunities to your manager and client brands
• Complete assigned client product and category training

Qualifications

• Tertiary qualification in business, marketing, commerce or a related discipline, or a minimum of five years of relevant experience as set out under Experience (essential: one or the other)
• Current Australian driver's licence and a reliable, roadworthy vehicle (essential)
• Right to work in Australia

Experience

• Business-to-business (B2B) sales experience, with a record of winning new business and growing existing accounts (minimum five years if you do not hold a tertiary qualification) (essential)
• Experience selling products that need technical product knowledge to business customers, such as FMCG, food and beverage or consumer goods (essential)
• Experience in territory and account management, including prospecting, call planning and managing a pipeline of sales opportunities (essential)
• Experience with category management, range reviews or scan data analysis (highly regarded)
• Experience in the independent grocery channel, such as IGA, Drakes, Ritchies, Cornetts and Foodworks (highly regarded)

Skills

• Strong consultative selling and negotiation skills, with the confidence to present to store owners, buyers and MSO decision makers
• Ability to build in-depth technical knowledge of client products and turn it into clear commercial benefits for the retailer
• Sound commercial acumen, including a working understanding of gross profit, margin, rate of sale and return on space
• Strong analytical skills, including interpreting scan data, category performance and distribution reports
• Working knowledge of category management principles, including range optimisation and space allocation
• Self-managing and well organised, able to plan and run a territory independently
• Accurate and honest in reporting, as data entered in WIN is used to invoice and report to clients
• Confident using technology, including the WIN app, wholesaler ordering systems and Microsoft Office
• Presentable and professional in a business-facing environment

Employer: Retail Tasker Pty Ltd, Head Office, Stafford QLD.