Business Development Team Manager - Distribution

SMC Corporation (UK) Limited; Milton Keynes; On-site; GBP 55,000 - 85,000; Full time

Job summary

SMC Corporation (UK) Limited in Milton Keynes is seeking a Business Development Team Manager - Distribution to expand our distributor network, enhance distributor knowledge, and improve efficiency across the channel.

You will lead and mentor the distribution team, coach essential skills, monitor activity and performance, and collaborate with HR on recruitment. The role requires orchestrating data reports, annual planning, and board-level distributor reviews to achieve sales objectives.

Responsibilities

• Lead, mentor, and motivate the distribution team, providing guidance and support to help them achieve their individual and team targets
• To coach all aspects of job-related knowledge, skills and behaviours
• To monitor activity levels, activity quality and productive focus and provide regular feedback to individuals in the sales team
• Must be comfortable holding people to account
• To work with HR to recruit the right people for your team when applicable
• To conduct team meetings on regular basis, creating appropriate agendas
• To create appropriate data and statistics to report to Senior Leadership Team (SLT)
• Planning: Understand and monitor our performance against the Distributor's own supplier performance management - share with SMC internal teams. Maintain a distributor scorecard as our assessment of distributor performance
• Promotion: Engage distributors with product promotions in collaboration with the Marketing department
• Contracts: Ensure contracts exist to protect SMC's brand, investments, business transfers
• Review meetings Facilitate 6-montly board-to-board meetings with top distributors
• Produce, execute and maintain an annual plan for sales area/account portfolio to achieve set sales objectives
• Continually identify new customer businesses to expand the customer base
• Continually expand our share in all customer with an account strategy to target all achievable business opportunities
• Maximise time in developing new business by ensuring service expectations of existing trading accounts are met by internal departments/Distribution/Online tools according to the service strategies outlined for your customer base
• Use sales reports provided to analyse customer sales performance and trends, modifying plans where appropriate
• Make profitable sales to customers through: Selling the value in our products against our customers' specific needs
• Ownership of the business proposal, regardless who raises the quotations
• Building and facilitating relationships between key customer contacts and the people they need to be connected with according to the service strategies outlined for your customer base
• Product promotion: Develop sufficient personal depth of product knowledge to recognise and act on all opportunities
• Recognise all capability gaps within SMC's range and register New Product Development Proposals with our Sales HQ.
• Collaborate with specialist teams to secure new business
• Actively participate in all product campaigns and surveys as requested by Marketing
• Promote new products
• Supply chain planning: Ensure all regular demand goods are adequately forecast, planned & reviewed
• Ensure all irregular demand goods are either selected from our stock profile or that the customer clearly understands the delivery lead-time for non-stocked items
• Training: Train all customer contacts to be as autonomous in product selection, pricing and ordering as they will accept
• Data management: Maintain Sales Connect CRM so that anybody in the global Corporation can understand the strategy, sales activity, opportunities, profile and contact network of your customer portfolio
• Maintain current and accurate customer sales potential data against which business decisions can & will be made
• Be responsible to code all customer details correctly according to corporate guidance
• Maintain only business-related customer data on company software
• Standard requirements of all SMC employees: To work as a team to address our weaknesses and take the necessary actions to turn these into strengths
• To work as a team, to realise the opportunities that are available and to obviate the threats
• To strive to achieve the business targets of the corporationContribute to the growth of the company, the community and themselves
• Comply with Health & Safety guidelines
• Comply with the Environmental guidelines
• To demonstrate competency in the role you perform
• To be responsible for your own development within the role/organisation
• Keep information confidential
• To promote and adhere to the workplace values of SMC: respect for each other, zero tolerance to discrimination, and creation of high moral in the workplace
• Act with professionalism, integrity, be open with your communication, think as a team and show respect to your colleagues, our customers and yourself
• Other: Any other duty that may be required by your line manager, or as directed by the Management team
• To abide by the company rules
• Follow the procedures described in the “Employee Handbook”
• Current UK driving licence
• Current passport, ability to travel to Europe and Internationally, if required
• Authorities: Holidays must be agreed in advanced with responsible manager
• Any expenditure must be approved with the responsible manager
• Business Development Team Manager - Distribution

Job description

Business Development Team Manager - Distribution

Job Title: Business Development Team Manager - Distribution

Reporting to: National Sales Manager

Mission: Expand the distributor network, its knowledge and efficiency and increase our share of its customer base.

Duties and Responsibilities

• Lead, mentor, and motivate the distribution team, providing guidance and support to help them achieve their individual and team targets.
• To coach all aspects of job-related knowledge, skills and behaviours
• To monitor activity levels, activity quality and productive focus and provide regular feedback to individuals in the sales team
• Must be comfortable holding people to account
• To work with HR to recruit the right people for your team when applicable
• To conduct team meetings on regular basis, creating appropriate agendas
• To create appropriate data and statistics to report to Senior Leadership Team (SLT)

• Planning:

  • Performance monitoring: Understand and monitor our performance against the Distributor's own supplier performance management - share with SMC internal teams. Maintain a distributor scorecard as our assessment of distributor performance
  • Promotion: Engage distributors with product promotions in collaboration with the Marketing department
  • Contracts: Ensure contracts exist to protect SMC's brand, investments, business transfers
  • Review meetings Facilitate 6-montly board-to-board meetings with top distributors
  • Produce, execute and maintain an annual plan for sales area/account portfolio to achieve set sales objectives.
  • Continually identify new customer businesses to expand the customer base
  • Continually expand our share in all customer with an account strategy to target all achievable business opportunities
  • Maximise time in developing new business by ensuring service expectations of existing trading accounts are met by internal departments/Distribution/Online tools according to the service strategies outlined for your customer base
  • Use sales reports provided to analyse customer sales performance and trends, modifying plans where appropriate

  Make profitable sales to customers through:

  • Selling the value in our products against our customers' specific needs
  • Ownership of the business proposal, regardless who raises the quotations
  • Building and facilitating relationships between key customer contacts and the people they need to be connected with according to the service strategies outlined for your customer base

  Product promotion:

  • Develop sufficient personal depth of product knowledge to recognise and act on all opportunities
  • Recognise all capability gaps within SMC's range and register New Product Development Proposals with our Sales HQ.
  • Collaborate with specialist teams to secure new business
  • Actively participate in all product campaigns and surveys as requested by Marketing
  • Promote new products

  Supply chain planning:

  • Ensure all regular demand goods are adequately forecast, planned & reviewed
  • Ensure all irregular demand goods are either selected from our stock profile or that the customer clearly understands the delivery lead-time for non-stocked items

  Training:

  • Train all customer contacts to be as autonomous in product selection, pricing and ordering as they will accept

  Data management:

  • Maintain Sales Connect CRM so that anybody in the global Corporation can understand the strategy, sales activity, opportunities, profile and contact network of your customer portfolio
  • Maintain current and accurate customer sales potential data against which business decisions can & will be made
  • Be responsible to code all customer details correctly according to corporate guidance
  • Maintain only business-related customer data on company software

  Standard requirements of all SMC employees:

  • To work as a team to address our weaknesses and take the necessary actions to turn these into strengths
  • To work as a team, to realise the opportunities that are available and to obviate the threats
  • To strive to achieve the business targets of the corporationContribute to the growth of the company, the community and themselves
  • Comply with Health & Safety guidelines
  • Comply with the Environmental guidelines
  • To demonstrate competency in the role you perform
  • To be responsible for your own development within the role/organisation
  • Keep information confidential
  • To promote and adhere to the workplace values of SMC: respect for each other, zero tolerance to discrimination, and creation of high moral in the workplace
  • Act with professionalism, integrity, be open with your communication, think as a team and show respect to your colleagues, our customers and yourself

  Other:

  • Any other duty that may be required by your line manager, or as directed by the Management team
  • To abide by the company rules
  • Follow the procedures described in the “Employee Handbook”
  • Current UK driving licence
  • Current passport, ability to travel to Europe and Internationally, if required

  Authorities:

  • Holidays must be agreed in advanced with responsible manager
  • Any expenditure must be approved with the responsible manager

Business Development Team Manager - Distribution