Regional Business Development Coordinator (BDC)-
Small Format Channel
Organization Name: Buffalo Rock Company
Website: https://www.buffalorock.com/careers/
Job Department: Regional
Reports to: Franchise General Sales Manager- Retail
Work Schedule: May require additional hours not scheduled; must be flexible
Job Type: Regular
FLSA Status: Exempt
Amount of Travel Required: Up to 75%
Job Description
Summary/objective
Buffalo Rock is an award-winning Pepsi and Keurig Dr Pepper bottler founded in Birmingham, AL more than 123 years ago. Buffalo Rock manages the best alcoholic and non-alcoholic beverage portfolio in the country, which includes several beloved global and regional brands. The primary function of the Regional BDC - Small Format Channel is to serve as an Outside Sales Representative for small format accounts, negotiate with those accounts andactivelymanagethesalesgoalsandobjectivesofhis/herspecificassignedaccounts,and all responsibilities for those accounts following BRC standards. The BDC must regularly exercise independent judgment and discretion to negotiate and agree to terms based on policy guidelines, adjust disputes with customers, and in other aspects of customer relations.
Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
Essential Functions
* Regular and timely attendance is an essential function of this position. Position is requiredtoworkallhoursnecessarytoensureoperationsfunctionisfulfilled,including nights, weekends, holidays. May be required to be on-call.
* Objective:DriveIncrementalsalesincurrent accountsbyfocusingonnewselling opportunitiesthatwill drivevolumeandrevenue for thecompany andthecustomer.
* Mustsell-inallcurrentandfutureproducts,includingallbrandsandpackagesdistributed by the Buffalo Rock Company.
* Mustcontinuouslyseekauthorizationandfulldistributionforallcurrentandfuture productsdistributedbytheBuffaloRockCompany.
* Meet with account ownership (owners/VPs/DMs, etc.) and Franchise Leadership as a grouptoshowunityofbuy-inandexpectationsforproductandplacement.Gainapproval during this process from store manager(s).
* Haveaselling storyforthecustomeronhow the additionalproduct willdriverevenues andmargins...win/winpartnership.
* Solicit any potential new accounts in /out of your assigned area. Communicate any changestoanexistingaccount,includingownership,closure,etc.totheappropriate departments.
* MustaggressivelypursuecurrentBRCin-storeplansaswellandpursuingadditional shelf space, position, display space, cooler space, vending placements, and rack placementsinallassignedaccounts,incrementaltotheCDAstatusoftheaccountunder BRC standards.
* MustworkwiththeresponsibleFranchiseLeadershipto ensureallassigned sales objectivesandquotasarereachedunderBRC standards.
* Must work with the responsible Franchise Leadership to ensure all Corporate and Franchisedefinedmerchandisingstandardsareexecutedinallassignedaccountsin accordance with BRC standards.
* Ensurethatallmarketingprogramswithassigned/selectedaccountsareimplementedand maintained,and report and remedyany non-complianceunder BRC standards.
* Must work with the responsible Franchise Leadership to ensure that the Out of Date PolicyisenforcedinaccordancewithBRCstandardsisunderstoodbytheemployee- partners servicing the BDC's assigned account.
* MustworkwithFranchiseLeadershiptoensure allgeneralcompanypolicies are understoodandfollowedbyallemployee-partners.
* MustworkwithallFranchiseLeadershiptoensurethattheBDC'sassignedaccounts receive adequate service and delivery based on the Franchise Policy for Service Frequency.
* Mustvisitallretail accountsasdeemedappropriatetodeterminewhethercustomer is purchasingBuffaloRockproductornotduetotransshipping.IftransshippingtheBDC will be required to communicate to Franchise Leadership.
* MustpersonallyvisitallassignedaccountsonascheduledbasisinaccordancewithBRC standards.
* Mustactivelypursuetofullresolutionany needor complaintoftheBDC'sassigned accountsasitrelatestotheday-to-daybusinessbetweentheaccountandtheBuffalo Rock Company.
* MustworkwithFranchiseLeadershiptounderstandandprovideinsightintopersonnel issues regarding the Progressive Disciplinary Procedures as outlined in the Company Policy Manual.
* Mustworkwith FranchiseLeadershipto ensurethat allassignedaccounts oftheBDC requiring"weekendandholiday"merchandisingareservicedadequately,eitherby assigned employee-partner based on the company's established rotation.
* Developandmaintainpositive,professionalcustomer relationships.
* Knoweachdistrictmanager/buyer/ownerateachaccountbynameandkeepthem updatedonallBuffaloRockCompanypricing,newproduct,andanyinformation pertinent to mutual business needs.
* Mustreviewsalesdatamonthlyandcommunicate theinformationtotheassigned accountsaccordingly.
* Requiredtoattendand/or participateinallscheduledmeetingsasdirected.
* Requiredtoworknights,weekends(Sat.andSun.)asneededandforOn-CallDutyto Franchise requirements.
* Requiredtowork anyspecialevents orothereventsassociatedwith theBuffalo Rock Company orthe Franchise.
* Must adhereto customer policies for vendors or suppliers, which may include but is not limitedtobusinessconductpolicies,businessethicspolicies,legalpolicies,anddelivery and merchandising policies.
* Haveplan approvedby FranchiseLeadership priortoschedulingon accountstovisit.
* Developaspreadsheettoorganizeaccountswithdataandsuccessmeasuresandreport weekly.
* ReviewSalesReport oftheaccountto identifyopportunities forSKU's-determinewhat is growing vs. what is declining to identify drivers (location/price/point of interruption). DetermineCDArequirementsforaccounttoidentifyuponarrival.Ensurewelookbetter than our competitor.
* Endofday-communicatewithFranchiseLeadershipwinsexperiencedfortheday.Build a"win's"boardtoidentifysuccesses fordisplayinofficeandrecordwinson spreadsheet.Goalistowinsomethingineveryaccountthatwedonotcurrentlyhave (space/display/sku/etc.).
* FollowupwithFranchiseLeadershipmonthlytodeterminesuccess,identify opportunitiesandconfirmplacementsstillexist.
* Expectations:Setupaccountbaseforvisitation.MeetwithFranchiseLeadershipweek prior to discuss plan, set store visits with the team to walk store and identify selling opportunities, have store visits when decision maker is available to approve.
* Perform other duties as assigned.
Other Duties and Responsibilities
* Mustexhibitahighlevelofethicalandmoralconductwhileatworkorinattendanceof any off-site function during work hours or after work hours while representing the Buffalo Rock Company.
* Responsible for continuous self-improvement through the knowledge and use of all Buffalo Rock provided training, either web-based, in-house, or any other provided method.Mustsuccessfullycompleteassignedtrainingcurriculum,includingbutnot limited to online and/or facilitated training.
* EnsurethateveryreasonableprecautionistakentoprotecttheCompanyfrompossible damages, theft, or other liabilities.
* Ensurethateveryreasonableprecautionistakentoprotectthesafetyofemployee- partners, self, customers, Buffalo Rock property, and customer property.
* Honorand followthrough onall business commitments.
* EmbodyBuffaloRock'sPurposeof"Buildingbrandsthroughlegendaryserviceand remarkable people."
* LiveBuffaloRock'sCore Values:
oCommittedtoservingourcommunities.
oCustomersuccessdrives oursuccess.
oIntegritymatters.
oObsessedwithcontinuous improvement.
oWecare foreach other.
oWintheday.
Competencies
*Active Learning- Understanding the implications of new information for both current and future problem-solving and decision-making.
*Active Listening- Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
*Critical Thinking- Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
*Learning Strategies - Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
*Mathematics - Using mathematics to solve problems.
*Monitoring- Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
*Reading Comprehension- Understanding written sentences and paragraphs in work related documents.
*Speaking- Talking to others to convey information effectively.
*Writing- Communicating effectively in writing as appropriate for the needs of the audience.
*Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
*Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.
*Systems Analysis - Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
*Time Management - Managing one's own time and the time of others.
*Coordination - Adjusting actions in relation to others' actions.
*Instructing - Teaching others how to do something.
*Persuasion - Persuading others to change their minds or behavior.
*Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
Supervisory responsibilities
N/A
Work environment
* Indoors, Environmentally Controlled
* In an Enclosed Vehicle
* Outdoors as required
* Working conditions will be inside and outside where temperatures will vary from extreme heat to extreme cold, working in rain or snow, all for extended periods.
Physical demands
N (Not Applicable) Activity is not applicable to this position.
O (Occasionally) Position requires this activity up to 33% of the time (0 - 2.5+ hrs/day)
F (Frequently) Position requires this activity from 33%-66% of the time (2.5 - 5.5+ hrs/day)
C (Constantly) Position requires this activity more than 66% of the time (5.5+ hrs/day)
Physical Demands
Lift/Carry
Stand
C
Walk
C
Sit
F
Manually Manipulate
F
Grasp
F
Reach Outward
F
Reach Above Shoulder
O
Speak
C
Climb
N
Crawl
N
Squat or Kneel
O
Bend
O
10 lbs. or less
F
11-20 lbs.
F
21-50 lbs.
O
51-100 lbs.
N
Over 100 lbs.
N
Push/Pull
12 lbs. or less
F
13-25 lbs.
O
26-40 lbs.
O
41-100 lbs.
N
Required education and experience
* Education: High School Diploma or General Education Degree (GED); Required.
* Computer Skills: Basic knowledge of Microsoft suite of products including Word, Excel, Outlook, PowerPoint, SharePoint, ShareFile, OneNote, and OneDrive.
* Experience: At least 2 plus years of Sales and Management Experience (or management approval); Required
* Certifications and Licenses: Must have a valid state driver's license, for state of residence, with a good driving record.
Tools and Technology
Tools- Telephones, scanners, desktop/laptop computers
Technology- Software: Word, Excel, Outlook, PowerPoint, SharePoint, ShareFile, OneNote, and OneDrive
Knowledge
Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, leadership technique, production methods, and coordination of people and resources.
Affirmative Action/EEO statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, genetic makeup, status as a protected veteran, or any other factor prohibited by applicable law.
Other duties
The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the company reserves the right to change this job description and/or assign tasks for the employee to perform, as the company may deem appropriate.
I have reviewed this job description, and I can perform the essential functions with or without reasonable accommodation.
Applicant/Employee-Partner______________________________ Date__________________
Interviewer/Supervisor___________________________________ Date__________________
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