Business Development Manager - South London/South East Region

at  Cast UK Limited

SKILLS AND EXPERIENCE

• Strong communication, presentation and negotiation skills
• Time management and planning skills
• Strong commercial awareness - numerical and analytical skills
• Strong Market insight for the patch area
• Proven evidence of success in new business
• Experience and confidence of working with cold data

ROLE PROFILE

Lockhart Catering Equipment specialise in supplying high calibre and unique products through their superior brands, providing customers with innovation, inspiration, and differentiation. A trading division of Bunzl UK Ltd, Lockhart Catering Equipment are one of the world’s finest suppliers of quality catering equipment and clothing. They are renowned for being a prestigious brand which is associated with the top catering and leisure establishments across the country.
As the exclusive recruitment partner for Lockhart Catering, Cast UK have been instructed to recruit a Business Development Manager for their South East/South London region. The role will be home-based with the ad-hoc travel to Lockhart’s customer sites across the region. This role will be targeting both independent and national account customers in the South East/South London region, with concentration on the education, healthcare and hotels sector.
This fantastic opportunity’s main accountability is to create profit growth of an assigned territory, through the incremental growth of existing accounts by winning new accounts and business. The role is weighted 70% towards identifying and winning profitable business for Lockhart, and 30% on growing and developing our existing customer base. The goal is to drive sustainable financial growth through boosting sales and forging strong relationships with clients.

KEY SKILLS AND RESPONSIBILITIES

• Prospect, win and develop targeted value new key customers utilising Caterlyst, area knowledge and trade press 70% of time
• Conduct research to identify new markets and customer needs
• Develop a growth strategy focused both on financial gain and customer satisfaction
• Ensure regular calls are made on existing accounts, following the 6 steps of call process
• Researching the needs of other companies and learning who makes decisions about purchasing
• Contacting potential clients via email or phone to establish rapport and set up meetings
• Manage existing key accounts in region, both independent and National hospitality accounts and grow in line with budget expectations 30% of time
• Create and follow a planned 12-week journey cycle for existing accounts, with new business meetings planned in weekly.
• Continue to expand and grow all customers everyday spend, utilising our exclusive brands & branded suppliers. Full responsibility to identify range selling
• Use internal reporting, market intelligence and insight to identify gaps in ranges above, and create development opportunities
• Achieve the annual region GP targets - both in existing growth and new business
• Achieve the annual region targets for exclusive brands.
• Regular meetings with office CSA to review all sales, quotes and customer issues
• Ensure that service levels and visit frequency are appropriate to customer needs dependent on size opportunity / value of account