At Solina, our community of over 3,200 people share a passion for food and live our entrepreneurial culture. We design customised savoury solutions for our clients operating in the food industry, food service, butchery and nutrition markets. With sustainability at the heart of our business model, we aim to produce food that is good in every sense of the word : delicious, nourishing, affordable, sustainable and convenient. Solina is a fast growing business, with 30 production sites and R&D laboratory, we are present in more than 19 countries mainly in Europe and North Americas. By constantly rethinking culinary solutions, we make food matter for people and the planet.

Overall  Purpose:

 Accelerate Essential Cuisine’s growth through delivering profitable sales in the National Account foodservice sector. Business Development Manager will need to both identify and deliver new potential customers as well as growing existing relationships.

 

To achieve this, the BDM will develop long-term customer specific plans that include:

  • Supply partnerships
  • Agreed ways of working
  • Active response to customer requests
  • Identification of new business opportunities

 BDM will also be responsible for negotiating and closing opportunities and maintaining extensive knowledge of current market conditions.

 

Job Description

The BDM will perform the following activities in order to meet or exceed agreed sales growth targets:

  • Existing customer growth
  • Take overall responsibility for ensuring activity plans are in place for each customer
  • Be the key contact for each customer
  • Ensure a successful “concept to launch” through effective co-ordination between the customer, Essential Cuisine and other Solina facilities
  • Present new solutions that add value to existing customers
  • Be a brand ambassador for Essential Cuisine
  • Build relationships with all major stakeholders
  • Use market insight to identify appropriate customer solutions

 New Business Development

  • Research, identify and develop new customer growth
  • Use industry events to feed on going growth/sales opportunities
  • Leverage all Solina manufacturing capabilities
  • Use contact network to open doors

Management

  • Work in line with the Solina Group Blue Chips on Growth and Innovation to remain focused
  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system
  • Work with the wider Solina Group team to initiate, develop and implement projects where appropriate and communicate with relevant departments

Measurables

  • Portfolio sales growth against budget
  • EDITBA growth against budget
  • Customer centric approach
  • Pipeline value and probability
  • Conversion rate of prospect customers

Key responsibilities

  • Proactive management of the relationship between procurement, NPD, external development chef teams, technical, operations, and supply chain
  • Work closely with the National Account Manager as a member of a cohesive team
  • Set, monitor, and evaluate sales and profitability for selected business accounts to ensure targets are maintained against the budget
  • Prepare product costings & quotations to send to customers to lead commercial decisions
  • Set forecasts and ensure stock availability key accounts
  • Manage product commercially through its lifecycle; impact of cost increases, change of specifications, sales order volume change, and contracts
  • Use sales reports to create action plans for business growth
  • Communicate customer requirements to relevant departments
  • Nurture existing business and drive growth through new customers
  • Fully involved with creating and implementing a 3-5 year strategy to contact and win business with the major players within the UK Foodservice sector. This will involve developing relationships with major UK Foodservice chains, across areas including Pub, Restaurant, Hotel and QSR groups.
  • Develop relationships with relevant wholesalers, both independent and National

Candidates' qualities:

  • Candidates with a background in Foodservice National Accounts, with strong commercial skills
  • Will have worked within Senior National or Corporate Accounts
  • Strong, commercially minded candidates with experience working for major Foodservice end user chains (pubs, restaurants, QSR and casual dining being of specific interest)
  • Candidates with strong chef background and have a good understanding of food