Customer Development Manager

About the Opportunity

Job Title: Wholesale Customer Development Manager
Location: London (Home / Field based with regular travel to HQ in Kent)
Introduction
Driscoll’s is a global berry company specialising in production and marketing of flavourful berries. Driscoll’s is a mission driven company, focused on delighting consumers, through the alignment of customers and its growers. In November 2022, Driscoll’s acquired the UK marketing and distribution rights of the UK grower group Berry Gardens. This acquisition has allowed Driscoll’s branded to launch in the UK market in full force, with an offering of flavourful berries over 52 weeks including the highly prized local UK season.
Driscoll’s has been a true category leader in both berries and more widely produce for the past 100+ years. With this new UK based acquisition, they will lead the change in transforming the fruit & veg landscape in British retail over the years to come as they have done in their home market of the USA.
All the fun, energy, and excitement of a fast-paced start-up with all of the experience and support of a multinational corporation.

 Responsibilities Candidate Profile

This is a genuinely exciting opportunity for an experienced wholesale NAM from a high growth startup / SME background to make their mark on the launch of a global brand in a new core market. You will have experience in managing third party distributor relationships, building joint business plans, and activating through both tactical trade marketing and hitting the pavement for days in trade with wholesaler sales teams. You will know how to grow 3rd party sales through strategic new business initiatives while also pulling up your sleeves to get the job done. This is a unique role because while the distribution relationships are established within the business, they are based primarily on order fulfillment/forecasting from a private label point of view rather than on building branded business. This is where you come in. You will get satisfaction from leading change and growing a branded business with a predominantly private label customer base.

While the Driscoll’s brand may be relatively unknown in the UK, it is the 7th biggest food brand in the USA. You will have the support and long term vision of a global operation willing to invest in and support their team in delivering a world class branded rollout. As a part of the Customer Development Team, you will bring on and/or manage a Customer Development Executive to help create demand and manage relationships at site level. The two of you will drive new business through partner RTM’s. This is a highly autonomous role that is 95% outward focused with customers in order to generate new business and grow existing.

Core responsibilities include:

• Building & executing joint business plans with partner wholesalers across the terminal produce market, independent retail, and foodservice spaces (experience managing Brakes or at least Bidfood in particular preferred)
• Creating a world class wholesaler engagement plan which brings the wholesale teams closer to Driscoll’s for enduring relationships which go beyond supplier/customer to create genuine partnerships
• Create and execute a trade marketing plan & initiatives to drive new Driscoll’s business through existing wholesale customers
• Managing Brakes through engaging the many stakeholders who hold influence within Brakes and out to its customers
• Approaching & managing contract caterers serviced by Brakes with a focus on winning and developing Compass
• Managing all the key stakeholders at central head office level within Compass to make Driscoll’s front of mind
• Win listings in Compass and crucially have them pull through at site level by creating an execution plan with site level chefs and retail teams
• Manage an exec to help gain traction at site level to influence at head office level across all wholesale and contract catering customers

Key competencies include:

Sales capability – Courage and Ability to explain the power of berries to a range of business types and channel owners / operators who may be less familiar with Driscoll’s and its point of difference vs own label and other branded berries.

Ability to prepare a well-structured sales pitch deck to talk to all routes to market owners, category managers, sales teams within, and their existing and prospect customer base.

Collaborative  - works with a variety of colleagues inside and outside of Driscoll’s seeking win-win solutions. Takes clear steps to simplify enhance and improve collaboration among co- workers and external partners. Seeks out and drawing upon a diversity of perspectives when making decisions. Uses the knowledge of others in other business units to fine tune their approach/craft.

Strategic mindset. Analytical with data. Draws out key and relevant insights. Capable of determining the viability or strategic importance of a new channel or outlet and to identify and articulate clear opportunities externally as well as internally.

Drives engagement – creates a highly motivating atmosphere in which many different stakeholders, both internally and externally, feel excited and enthusiastic about achieving common goals. Building and executing jointly beneficial plans to grow both Driscoll’s and third party RTM’s businesses.

Self-Governance – An autonomous, accountable, self-motivated person who provides regular progress reports on tracking progress vs sales targets and joint business plans.

Values needed to be qualified

Passion - pride in his/her work, takes ownership of what he/she does, continually looking at ways to improve their work. Has the courage to try new things. Has the courage to take risks

Humility – Is curious, shares knowledge with others, listens with an open mind, values and seeks input from people at all levels of the company, freely admits when they don’t know something.

Trustworthiness – Does what they say and follows through on commitments. Others can depend on him /her to do the job well. Is willing to help and makes time for others. Works well with others and forms trusting respectful relationships. Strong and clear communicator. Always does the ethical thing both in front of people and when alone.