Title: Business Development Manager
Location: United Kingdom-United Kingdom (County level)-London-TIGI Academy Ransome%27s Dock
Job Number: 15000LAW
Job Title: Business Development Manager
Salary: Competitive
Benefits: Bonus, Pension, Healthcare, 25 Days Holidays
Location: Field Based
Background:
The varied and fast-paced role of the UK Business Development Manager is responsible for a diverse portfolio of salon-only professional TIGI haircare brands including BED HEAD, CATWALK, S FACTOR and COPYRIGHT COLOUR. This role reports directly to the Western Europe General Manager and is accountable for driving sales and increased market share in the UK through motivating and influencing the productivity of two Account Managers in the Wholesale channel. The role is responsible for developing, measuring and tracking a business plan to deliver a profitable annual turnover of circa £7m, which is 35% of total UK turnover.
TIGI’s strategy for the UK and Ireland is to develop the business through a focus on ‘By Hairdressers, For Hairdressers’ and the Wholesale Channel is a critical route to market for TIGI’s distribution strategy. The role has a strategic and an operational focus, localising the strategy and directly developing joint business plans with four strategic partners. The role will oversee approval of account spend with marketing support, education programmes and bespoke activity whilst ensuring market leading and channel specific activities are well executed.
The role provides an opportunity to develop premium personal care sales and commercial expertise in the environment of the professional hair-care industry. To build consumer and customer focus through the management of multiple and critical relationships, demonstrating leadership and a growth mindset as part of a business turnaround, whilst developing management experience through effective team leadership.
Key Accountabilities:
Leading the UK & Ireland business as part of the Country Leadership Team:
Playing a key role in determining the strategic direction for sales and resolution of channel specific issues and challenges.
In partnership with the Country Leadership Team, delivering change projects to enable growth plans and future success of the business.
Contribution towards National projects such as World Release, Colour Tours and National Education campaigns.
Achieving targeted sales goals whilst delivering bottom line profitability
Forecasting monthly and annual sales and identifying new business opportunities as part of a channel specific strategy, identifying challenges and solutions to overcome.
Reporting to the Western Europe General Manager monthly sales performance and providing a commentary on risk versus target and dynamics and drivers of performance.
Being 100% accountable for the channel’s performance, managing and coaching all direct reports in attaining their respective targets, striving for agreed portfolio distribution and incremental listings and influencing buyer decisions.
Drive a mindset and action standards to focus on achieving an appropriate minimum level of debt mix across the region.
Manage channel specific costs effectively ensuring targets and budgets are adhered to, using careful and methodical planning and creativity.
Contributing to/delivering promotion, activity and NPD distribution plans:
Using customer and market, insights, provide robust, creative and honest feedback on proposals for promotional and product activity and analysis of promotional effectiveness working with the local marketing team.
Successfully launch NPD across the channel, achieving target distribution and launch vision.
Develop a effective Education/ events plan that will contribute to business growth and ensure all promotional events within the channel remain within an appropriate budget and deliver the planned return on investment.
Supporting and sometimes managing the relationship with key customers:
Lead key customer relationships and agenda pivotal to the channel business, visiting the key accounts as required but at least every quarter and creating Joint Business Plans with all strategic partners.
Develop and manage new business opportunities and negotiate where required on sales volume and terms deals to achieve sustainable profitable growth.
Support Account Managers coaching in the development of commercially appropriate new account proposals.
Through effective business planning drive effective use of Education and merchandising to build the TIGI brand at account level.
Effectively manage the team made of Account Manager direct reports and build Account Manager capability
Ensure team members have the required skills and competencies to do their roles by providing support, coaching and development.
Grow capabilities in selling, negotiation, presentation skills and building sustainability customer relationships.
Lead the team to achieve strong account administration skills in a timely fashion.
Drive performance culture and ensure team members achieve their role objectives through engaging in performance management processes.
Responsible for the health & safety of team members and create a collaborative working environment within and across the team and supporting functions.
Effectively manage team changes & issues such as promotions, resignations; absence management and so on according to the Company guidelines.
Recruit team members as required according to the Company guidelines and on-board new starters as per UK/I best practices.
Foster an ethos and mindset of strong teamwork with CLT colleagues and the wider UKI business, sharing success to deliver and deploy and activate proven repeatable models.
Recognise top performers and manage confidently through the IDP process those direct reports who experience a performance gap.
Skills/ Experience/ Qualifications:
Required:
Passion for delivering results and driving a sustainable and profitable growth agenda.
Strong JBP development and management.
Strategic influencing and relationship building skills, effective communication with both internal and external stakeholders.
Hunger, willingness and passion to succeed through a solutions focused mindset.
Team player who will encourage cross-functional collaboration with an ability to also work autonomously in the field.
Ability to lead and inspire with experience or clear ability to manage a small team.
Analytical mindset to understand growth drivers, trends and insight across multiple brands.
Commercially savvy and numerate - proven ability in forecasting, margin analysis and communicating results, managing budgets.
Works well under pressure and with proven time management and prioritisation skills.
Proven, strong communication and presentation skills (written and oral), confidence in presenting to internal and external clients, clear and precise.
Must be comfortable with travel involved at a relatively frequent and national level.
Strong IT competence, in PowerPoint, Word, Excel and Outlook.
Desirable:
Degree qualified or equivalent.
Extensive Years sales experience (some at management level).
Experience in Personal Care (Hair, Cosmetics, Beauty).
Experience of the professional or mass hair care market.
Customer Trade Marketing experience.
A passion for coaching and developing others.
Clear evidence of anticipating and managing change based on a challenging marketplace.
Standards of Leadership:
Bias for Action
Building Talent and Teams
Growth Mindset
Consumer and Customer Focus
Accountability & Responsibility
WHY JOIN UNILEVER & TIGI
Opportunity as part of TIGI to experience an entrepreneurial, fast-paced and creative business at the heart of a world-leading FMCG.
The TIGI business is a creative hub delivering insights and highly innovative products to the professional hair-care industry as part of the fast-growing personal care category.
Working with strong brands and driven creative individuals in the hairdressing industry.
Opportunity to grow cross-functional skills which contribute to development towards general management and broader commercial opportunities.
HOW TO APPLY
Hear stories from our Unilever Makers and understand how you can start your own Unilever career at:
http://www.unilever.co.uk/careers-jobs/professionals/.
Or to apply now, click on “Apply to this job”. All candidate applications are reviewed in accordance with the criteria outlined for the job role. Please note that the closing date for the receipt of applications is 11 th
December 2015
Candidates who have applied online can track their application through the candidate tracking link or, if you have any additional queries, you may contact the Recruitment hotline number on 0800 0284390 .
Job: Customer Development