Regional Business Development Coordinator Small Format Channel

Regional Business Development Coordinator (BDC) - Small Format Channel

Organization Name : Buffalo Rock Company

Reports to : Franchise General Sales Manager- Retail

Work Schedule : May require additional hours not scheduled; must be flexible

Job Type : Regular

FLSA Status : Exempt

Amount of Travel Required : Up to 75%

Job Description

Summary / objective

Buffalo Rock is an award-winning Pepsi and Keurig Dr Pepper bottler founded in Birmingham, AL more than 123 years ago. Buffalo Rock manages the best alcoholic and non-alcoholic beverage portfolio in the country, which includes several beloved global and regional brands. The primary function of the Regional BDC Small Format Channel is to serve as an Outside Sales Representative for small format accounts, negotiate with those accounts and actively manage the sales goals and objectives of his / her specific assigned accounts, and all responsibilities for those accounts following BRC standards. The BDC must regularly exercise independent judgment and discretion to negotiate and agree to terms based on policy guidelines, adjust disputes with customers, and in other aspects of customer relations.

Essential Functions

• Regular and timely attendance is an essential function of this position. Position is required to work all hours necessary to ensure operations function is fulfilled, including nights, weekends, holidays. May be required to be on-call.
• Objective : Drive incremental sales in current accounts by focusing on new selling opportunities that will drive volume and revenue for the company and the customer.
• Must sell-in all current and future products, including all brands and packages distributed by the Buffalo Rock Company.
• Must continuously seek authorization and full distribution for all current and future products distributed by the Buffalo Rock Company.
• Meet with account ownership (owners / VPs / DMs, etc.) and Franchise Leadership as a group to show unity of buy-in and expectations for product and placement.
• Have a selling story for the customer on how the additional product will drive revenues and marginswin / win partnership.
• Solicit any potential new accounts in / out of your assigned area. Communicate any changes to an existing account, including ownership, closure, etc. to the appropriate departments.
• Must aggressively pursue current BRC in-store plans as well as pursuing additional shelf space, position, display space, cooler space, vending placements, and rack placements in all assigned accounts, incremental to the CDA status of the account under BRC standards.
• Must work with the responsible Franchise Leadership to ensure all assigned sales objectives and quotas are reached under BRC standards.
• Must work with the responsible Franchise Leadership to ensure all corporate and franchise defined merchandising standards are executed in all assigned accounts in accordance with BRC standards.
• Ensure that all marketing programs with assigned / selected accounts are implemented and maintained, and report and remedy any non-compliance under BRC standards.
• Must work with the responsible Franchise Leadership to ensure that the Out of Date Policy is enforced in accordance with BRC standards is understood by the employee-partners servicing the BDC's assigned account.
• Must work with Franchise Leadership to ensure all general company policies are understood and followed by all employee-partners.
• Must work with all Franchise Leadership to ensure that the BDC's assigned accounts receive adequate service and delivery based on the Franchise Policy for Service Frequency.
• Must visit all retail accounts as deemed appropriate to determine whether customer is purchasing Buffalo Rock product or not due to transshipping. If transshipping the BDC will be required to communicate to Franchise Leadership.
• Must personally visit all assigned accounts on a scheduled basis in accordance with BRC standards.
• Must actively pursue to full resolution any need or complaint of the BDC's assigned accounts as it relates to the day-to-day business between the account and the Buffalo Rock Company.
• Must work with Franchise Leadership to understand and provide insight into personnel issues regarding the Progressive Disciplinary Procedures as outlined in the Company Policy Manual.
• Must work with Franchise Leadership to ensure that all assigned accounts of the BDC requiring "weekend and holiday" merchandising are serviced adequately, either by assigned employee-partner based on the company's established rotation.
• Develop and maintain positive, professional customer relationships.
• Know each district manager / buyer / owner at each account by name and keep them updated on all Buffalo Rock Company pricing, new product, and any information pertinent to mutual business needs.
• Must review sales data monthly and communicate the information to the assigned accounts accordingly.
• Required to attend and / or participate in all scheduled meetings as directed.
• Required to work nights, weekends (Sat. and Sun.) as needed and for On-Call Duty to Franchise requirements.
• Required to work any special events or other events associated with the Buffalo Rock Company or the Franchise.
• Must adhere to customer policies for vendors or suppliers, which may include but is not limited to business conduct policies, business ethics policies, legal policies, and delivery and merchandising policies.
• Have plan approved by Franchise Leadership prior to scheduling on accounts to visit.
• Develop a spreadsheet to organize accounts with data and success measures and report weekly.
• Review Sales Report of the account to identify opportunities for SKUs - determine what is growing vs. what is declining to identify drivers (location / price / point of interruption). Determine CDA requirements for account to identify upon arrival. Ensure we look better than our competitor.
• End of day - communicate with Franchise Leadership wins experienced for the day. Build a "win's" board to identify successes for display in office and record wins on spreadsheet. Goal is to win something in every account that we do not currently have (space / display / sku / etc.).
• Follow up with Franchise Leadership monthly to determine success, identify opportunities and confirm placements still exist.
• Expectations : Set up account base for visitation. Meet with Franchise Leadership week prior to discuss plan, set store visits with the team to walk store and identify selling opportunities, have store visits when decision maker is available to approve.
• Perform other duties as assigned.

Other Duties and Responsibilities

Competencies