Job Description
Company Overview
Potter and Moore Plc is a UK-based beauty and wellbeing brand owner and manufacturer listed on the AIM market, combining brand ownership with large-scale manufacturing expertise. The company operates two manufacturing sites in Peterborough and Tiverton, employs roughly 380 people, and produces more than 44 million units each year across personal care, haircare, skincare, and baby care categories.
The group generates revenue through two primary channels: its portfolio of owned brands, including Emma Hardie, Feather & Down, The Curl Company, and Balance Active Formula, alongside private label manufacturing for leading retail partners. Complementing these core activities, Potter and Moore also provide selected contract manufacturing services. Through this diversified model, the business supplies major retailers and premium beauty brands across both UK and International markets.
Role Description
We are seeking a dynamic Business Development Manager to lead all sales and commercial strategies for a key retail account, with a focus on driving revenue growth and maximising profit margins. In this pivotal role, you'll have the opportunity to make a significant impact within an exciting and fast-paced category, where your innovative ideas and strategic thinking will shape the success of a high-profile account. If you're passionate about the personal care industry, thrive in a competitive environment, and are ready to take on a challenging yet rewarding opportunity, we want to hear from you!
Role Objective
Commercial and Sales Management
* Working with the customer to identify new product opportunities and to develop their brand.
* Prepare Product Costings (brief internal teams – liaising with P+M suppliers as needed).
* Prepare quotations to send to customers.
* Price negotiation with customers.
* Ensure comprehensive and timely handover to the Product Manager on NPD projects.
* Initiate and drive product cost engineering where needed.
* Working with the Business Development Managers to manage product commercially throughout its lifecycle (impact of cost increases / change of specification / sales order volume change).
* Assist with producing sales budget to include sales/ margin and NPD costs (where applicable).
* Tracking monthly sales and budget.
* Working with Customer Service Team to identify any potential Pull Forwards from next month.
* Tracking adherence to sales budget and reporting to the business shortfalls/ gains.
* Produce post launch reviews, for internal and customer use.
Customer Management
* Managing the key account interface with customer teams to include buyers, technical & product managers and supply teams.
* Understanding of customer processes and requirements of a vendor; including supplier KPI’s.
* Circulate Customer Supplier Manuals to relevant P+M departments and ensure all checked and comments managed with customer.
* Responsible for leading the generation, preparation and delivery of customer presentations.
* Day to day customer interface – driving and owning all meetings/conference calls including all meeting preparation and meeting minutes together with issuing and ensuring follow through is actioned and closed off.
* Assessment of new customer briefs. Preparing New Project Approval Forms for sign off.
* Management of customer briefs/tenders. Briefing and leading the wider P+M team on new briefs.
* Agreeing Initial CPA with customer to meet required launch dates.
* Overseeing that all launches and NPD projects are delivered on time against CPA and managed with relevant Customer teams.
* Monitoring and managing with the team any customer quality issues –ensuring managed and communicated with the customer to closure.
* Ensure all customers are provided a P+M supply manual and signed up.
Order/Stock Management
* Requesting forecasts from customers on a regular basis to understand future business requirements.
* Tracking budget and forecast.
* Ensuring that Sales Order Dates are checked before adding to the IBS and achievable.
* Management of exit plans on discontinued lines to minimise P+M exposure on stock holding and profitability impact.
* Managing customer stocks (BOP and FG) and reporting on the Monthly Stock Report. All excess and residuals are identified and managed efficiently (disposal /returning (free issue) or charging onto customers.
* Responsible for overseeing that stock is being produced in time to meet forecast or sales order (made to order). Communicating with customers if there are issues and offering solutions where appropriate.
* Management of free issue components – work with QC to ensure any reworks are charged for.
* Management of Customer shortages; ensure appropriate Customer teams are aware in advance of potential issues.
Candidate Description
* Possess a proactive, hunter mentality paired with outstanding organisational skills to methodically build relationships with key sales leads.
* Commercially astute and creative to generate win-win solutions.
* Demonstrate ability to work in fast-paced team environment.
* Excellent communication skills.
* Adaptable and positive in responding to changes as they arise.
* Excellent organisational and prioritisation skills.
Qualifications
* Proven track record for driving and managing key retail accounts, ideally within the FMCG sector
* Evidence of producing sales growth within key retail accounts
* Evidence of successful relationship building within key retail accounts
* Private Label background preferred
* Management of multiple product types and categories within key retail account.