Business Development Manager - Advantage Solutions

The FDM Business Development Manager (BDM) position is responsible for building customer sales in their assigned territory. FDM has achieved success in the marketplace primarily due to our assertion that “there are no customers in the office” which means the BDM is measured by the number and success of retail appointments. We work hard to find the most innovative brands in the marketplace and believe that if these brands are given the opportunity to be presented to buyers, then good things will happen.

In addition to having a strong number of appointments and a strong closure rate, to be successful, a BDM must work independently to:

• Assessing the client's needs and strategizing the best plan to market
• Leveraging meaningful relationships with retailer buyers in the industry
• Transforming the paradigm of “salesperson” to a valued, educated and trusted advisor for the buyer- deploying the challenger salesperson thesis.
• Preparing New Item Presentation- must be able to present and articulate the benefits of the brand, and how this will help the retailer
• Execution of promotional planning and deals.
• Ensuring best in class velocities are on shelf.
• Generate new sales leads, maintain positive professional relationships with clients
• Identifying opportunities in target markets for our client’s products and services
• Understanding of various data key point measurements- translating that data into consequential action
• Keeping up with the latest industry innovations, including market positioning of retailers and client base.
• Following up with new leads and referrals.
• Trade show attendance.
• Preparing status reports on goals; managing trade spend; ROI
• Using customer relationship management (CRM) software; ASANA
• Organizational, problem-solving skills and tasks orientated mindset
• Working with Admin team on proper delegation of administrative duties
• Be Awesome- help build our company and culture
• Travel- up to 20% could be required. Otherwise all remote
• Strong communication skills, has to be able to get back to clients with 24 hours during the work week.

Job Will Remain Open Until Filled

The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Job Duty

Business/Functional Results

• Achieve budgeted goals for area of accountability
• Support account team in the development of sales plans
• Effectively negotiate supplier commission rates to grow category or team revenue
• Perform, coordinate and lead the analysis and development of: marketing plans; product promotions; advertising; in-store displays; merchandising strategies; and inventory forecasting
• Manages assigned categories, performs analysis, and develops and recommends strategy within assigned area of responsibility
• Interprets trends and other sales analysis data to assist Sr. Business Manager
• Performs increasingly complex interactions with suppliers, taking ownership and including rate negotiation
• Collaborates and  partners with marketing resources, both internal and external (note: international may have more autonomy to develop their own marketing plans)
• May assist with needs for innovation
• Demonstrates increased innovation and autonomy around marketing, brand management and consumer data analytics; may lead team providing more experience and covering more suppliers
• Performs activities in a consultative manner, influencing and convincing buyers, effectively selling various services

Managing Execution

• Ensure execution of the LAMP framework to identify the most critical initiatives and relationships and work with the team to lay out short and long term plans to achieve relationships at the appropriate level for the account or assigned category business unit
• Allocate resources at the account level or within assigned category business unit
• Demonstrate functional expertise in all facets of Private Brand & Branding via on-the-job development, educational and networking opportunities
• Develop strong supplier relationships by obtaining alignment and developing and delivering on mutually established goals.

Generating Talent

• Attract, develop and retain key talent to enable the execution of the collective goals of the customer and the enterprise
• Assure succession plans are in place for critical roles
• Motivates, directs and inspires team members to deliver on the agreed upon metrics of the customer and suppliers in conjunction with the needed resources/teams across the enterprise
• Identify expected level of decision-making and expected level of risk-taking for team members

Strategic Leadership

• Execute new strategic initiatives for the account or the assigned categories
• Support, provide guidance with customer issues relating to cost/value
• Foster thought leadership within account team
• Demonstrate an understanding of the Private Brand landscape, best practices and where customers currently exist in these arenas
• Typically 1 - 3 reports

Managing Relationships

• Directs, delegates and empowers effectively

Supervisory Responsibilities

Direct Reports

- Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources

Indirect Reports

- May delegate work of others and provide guidance, direction and mentoring to indirect reports

Travel and/or Driving Requirements

- Travel and Driving are not essential duties or functions of this job 

Minimum Qualifications

The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job

Education Level: (Required):    Bachelor's Degree or equivalent experience

Field of Study/Area of Experience: Business

3-5 Years of experience in building and nurturing brands; private brand management a plus

Skills, Knowledge and Abilities

• Basic Computer Skills, including Microsoft Word, PowerPoint, Excel, Access, Outlook, & web browsers
• Strong Written & Verbal Communication Skills
• Conflict Management Skills
• Decision Making Skills
• Strong Priortizing Skills
• Excellent Customer Service Skills
• Track Record of Building & Maintaining Customer/Client Relationships
• Ability to Visualize & Plan Objectives & Goals Strategically

Environmental & Physical Requirements

Office / Sedentary Requirements

Incumbent must be able to perform the essential functions of the job.  Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.

Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

Any estimate, schedule, or guideline provided to associates in this job description or elsewhere in connection with their jobs is only intended to help describe job duties and for planning purposes. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time).

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.