Scope of Role
As Senior Commercial Manager for the Out of Home (OOH) channel, the post-holder will take accountability for the development of the OOH and Foodservice areas, covering 2 production sites in the UK (Bicester and Liverpool). They will also act as the Business Lead in a drive to take the category and customer base to new levels of growth.
The Senior Commercial Manager will work with the Head of Commercial to formulate a growth strategy for the channel and implement this with a pre-agreed plan alongside the Head of Commercial. They will be able to prioritise between immediate day-to-day needs, medium-term tactical business operations, and longer-term strategic planning.
The Senior Commercial Manager will be required to work autonomously, as well as having close involvement with NPD and other functions to enable them to win and manage new business.
A strong commercial leader with excellent business development skills, the SCM will utilise their Key Account Management experience and food sector knowledge to drive distribution of existing and new products, manage product mix to maximise margin, and develop profitable and sustainable relationships.
The Senior Commercial Manager will have strong communication skills and be capable of presenting to Senior Directors internally and externally.
Key Areas of Responsibility
(This list is not exhaustive and the job description may be subject to change, in consultation with the post holder, in response to new circumstances)
- Win & manage new business.
- Drive distribution of existing and new products.
- Work with the Head of Commercial to develop a growth strategy for the channel.
- Develop and implement a tactical plan to enable achievement of the growth strategy.
- Maintain and develop sales volumes and values within the existing customer base.
- Identify and lead new opportunities that will deliver a profitable commercial plan with the customer through business planning for mutual benefit.
- Manage effective communication of business plans to the customer base.
- Negotiate all elements of pricing, terms, and promotions within business guidelines.
- Manage product mix to maximise margin.
- Direct customer contact across all relevant functions.
- Appraise product range and suitability in conjunction with the Head of Commercial.
- Be proactive and explore profitable new business opportunities – both immediate and longer-term.
- Identify NPD opportunities and focus on “point of difference” and added value products, as identified in the sales strategy developed with the Head of Commercial.
- Identify and explore any new opportunities to grow Bakels’ overall business.
- Project management of new products, product launches, and business development, in line with company procedures.
- Carry out pre- and post-evaluation of promotional activity.
- Prioritise customers by growth potential and volume.
- Forecasting – Responsible for providing accurate information to the Supply Chain, internally and externally.
- Ensure that activity supports central business direction where applicable.
- Demonstrate and uphold the Bakels Values of Respect, Integrity, and Dedication.
Person Specification
- Strong Regional Sales or Key Account Management experience for a leading food/ingredients business. (Essential)
- Excellent interpersonal skills, with the ability to operate autonomously and as a Team Player. (Essential)
- Well-presented and articulate. (Essential)
- Computer literate, with a working knowledge of Microsoft Office, particularly Excel and PowerPoint. (Essential)
- Proactive and results-driven. (Essential)
- Resilient, with the ability to demonstrate perseverance and strength of character. (Essential)
- Flexible and adaptable, with the ability to tailor approach to suit customer needs. (Essential)
- Effective written and verbal communication skills at all levels. (Essential)
- Ability to work closely on innovation projects with NPD and TSM colleagues. (Essential)
- Full Driving Licence. (Essential)
- Manufacturing and industrial bakery experience. (Desirable)
- Ability to travel to Bicester and Liverpool regularly, in addition to customer sites as required. (Essential)
Key Competencies
- Educated to A level standard or above. (Desirable)
- Proficient in computer skills, including Word, Excel, and PowerPoint. (Essential)
- Sales experience in Key Account Management or Regional Management. (Essential)
- Channel experience in Out of Home (OOH), QSR, or Foodservice. (Essential)
- Baking experience. (Desirable)
- Experience building relationships at a Senior/Director level with customers. (Essential)
- Technical knowledge of functional ingredients. (Desirable)
