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Coke Florida is hiring a Director, Business Development

Summary

The Director, Business Development leads the acquisition of new business for Coke Florida. As the Director you will:

• Directly coach, develop and train the District Sales Managers and Business Development Managers responsible for outlet growth
• Maximize opportunities and be accountable for processes to achieve targeted objectives to include the following: Net New Outlet Growth, Coca-Cola Freestyle Placements, expansion, and execution of all Club Coke Customer Management Agreement (CMA) programs tied to new outlets
• Act as liaison to On Premise Customer Account Management (CAM) team hunting major Code 10 opportunities
• Be an importer/exporter of new and emerging talent with direct responsibility for increasing sales capability & career development within the department
• Work collaboratively with cross-functional teams to insure highest level of customer service

Roles and Responsibilities

Field Sales Execution

• The Director of Business Development will have full responsibility for delivering the new outlet target, revenue and profitability associated with the new business
• Lead the BDM team to sell in and execute the appropriate programs in order to maximize profitability for the company
• Own the process of handing off new business to the Sales Account Manager (SAM) team
• Ensure all territories are expanding their outlet universe in a profitable way
• Provide a feedback on marketplace conditions including competitive deals, innovation – both product and equipment
• Become highly engaged in the available tools to ensure we maximize the acceleration of new business – Priority Prospecting Tool, Customer Call Center (CCC), Near Me, and Warm Leads
• Identify opportunities to improve our processes, tools, and capabilities
• Monitor business performance for gaps versus plan and lead development of contingencies and gap solves

People Management:

• Responsible for identifying and developing core talent. Coach and develop the team of direct and indirect reports
• Influence and inform while ensuring a culture of learning and development exists throughout the organization
• Evaluates and assesses direct report performance on an on-going basis

Customer Management:

• Responsible for relationships with accounts serving as the connection point
• Build relationships with Customer teams and Field Sales teams

Supply Chain:

• Drives collaboration between supply chain and field sales execution including sales/delivery and route planning
• Serves as an enabler for Supply Chain initiatives

Community & Government Relations:

• Represent Company in local government/community forums, as needed, on issues that impact our business
• Drive Live Positively initiatives in field

Provide inspirational leadership and ensure execution of all engagement initiatives (e.g., Town Halls) across all functions to drive strong employee engagement

For this role you will need:

• Minimum Requirement: BS/BA
• Preferred Level: MS/MA/MBA (or equivalent work experience)
• 7-10 years including 3-5 years’ experience as a manager in Field Sales
• Customer Management Agreement (CMA) selling experience is required
• Collaborating for Value (C4V) and Negotiating for Value Proficiency
• Financial & Analytic Acumen
• Direct Store Delivery (DSD) and Beverage category experience preferred
• Ability to adapt to sales programs applications to own territory and customer needs
• Experience with CPG sales high desired
• Proven success working cross-functionally with sales, operations, etc.
• Excellent communication and presentation skills
• Be a change agent
• Valid driver’s license and driving record within MVR policy guidelines 

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