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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 an 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 should have experience managing third-party distributor relationships, building joint business plans, and activating through tactical trade marketing and direct engagement with wholesaler sales teams. You will know how to grow third-party sales through strategic initiatives while also being hands-on. This role involves managing established distribution relationships focused on order fulfillment/forecasting from a private label perspective, with the goal of building a branded business. You will lead change and growth efforts for a predominantly private label customer base.
Although Driscoll’s is relatively unknown in the UK, it is the 7th biggest food brand in the USA. You will have the support of a global operation committed to investing in and supporting their team for a world-class branded rollout. You will be part of the Customer Development Team, potentially managing a Customer Development Executive to create demand and manage relationships at the site level. Your role will be highly outward focused, driving new business and growth.
Core responsibilities include:
* Building & executing joint business plans with wholesale partners across produce, retail, and foodservice sectors (experience managing Brakes or Bidfood preferred)
* Creating a wholesaler engagement plan to foster genuine partnerships
* Developing and implementing trade marketing initiatives to grow Driscoll’s business
* Managing relationships with Brakes and influencing stakeholders within and outside the company
* Approaching and managing contract caterers, focusing on winning and developing accounts like Compass
* Securing listings in key accounts and ensuring product pull-through at site level
* Managing an executive to influence at site level and across wholesale and catering customers
Key competencies include:
* Sales capability: Ability to explain the value of berries to diverse business types and channel owners
* Sales pitch preparation: Ability to develop structured sales presentations for various routes to market
* Collaboration: Working effectively with internal teams and external partners, seeking diverse perspectives
* Strategic mindset: Analytical, data-driven, capable of identifying opportunities and assessing viability
* Engagement: Motivating stakeholders and building mutually beneficial plans
* Self-Governance: Autonomous, accountable, providing regular progress updates
Values required:
* Passion: Pride, ownership, willingness to innovate and take risks
* Humility: Curiosity, openness to learning, valuing input from others
* Trustworthiness: Dependability, ethical conduct, strong communication, and relationship skills
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