PURPOSE OF THE JOB
HCL are leading contract caterers with a focus on school feeding. We have a commitment to deliver high-quality, nutritious, and engaging food experiences for children and staff across our primary schools, secondary schools, and commercial sites. As the Customer Development Manager at HCL, you will help lead our growth plan as we expand our portfolio across London and the South of England, and look to drive retention of core customers in Hertfordshire and neighbouring counties. Your role will be central in promoting HCL's Brand Values through market pre-engagement and networking, creating compelling commercial packages, and ensuring HCLs sales forecast is delivered.
You will manage all aspects of strategic sales planning, identification and prioritisation of commercial targets, and tender and proposal package design which deliver the forecasted growth (30% improvement in retention and 100% new sales growth over the next five years). Your commercial expertise will also position you as a key figure in representing HCL at presentations, networking events and trade shows.
The role offers a unique opportunity to impact the health and well-being of children while championing HCL's mission to make food a vital part of the educational experience.
MAIN AREAS OF RESPONSIBILITY
Commercial Planning & Activation
Develop the pipeline of new business opportunities within the target areas identified in the Company Sales Strategy.
Follow CRM process of managing qualified leads through referrals, canvassing and networking. Take ownership of regional area, exploring opportunities for retaining current contracts and building a pipeline of opportunities through recommendation.
Complete references including project managing client reference visits.
Raise the profile of HCL by developing and building relationships with prospective clients.
Plan and implement resource and budgetary management to unlock the Sales and Growth Strategy.
Advising on Menu and Promotional Toolkit
Advise the Executive Chef and Head of Marketing during the development of menu and promotional design to provide compelling packages which drive meal uptake.
Participate in the development of primary school themed days and secondary school cuisine concepts, to maintain high meal uptake and student excitement.
Support the agenda in developing a corporate strategy and passion across our organisation for the best possible nutrition standards for children of all ages.
Tender Presentations & Stakeholder Engagement
Develop and deliver market-leading commercial tenders with the development of highly engaging and impactful presentation designs and accompanying financial packages.
Engage and network with key stakeholders, including head teachers, business managers, school administrators, parents and procurement consultants.
Work with Bid Writers and Designers as they craft tender and corporate presentations, ensuring consistency of approach and standards.
Ensure commercial and food presentations offer the wow factor whilst delivering all needs outlined in the tender framework, and deadlines are met with thorough schedule planning.
Presenting and Communication Skills
Lead all relevant business pitches and presentations through highly effective communication methods, persuasive messaging and expertise shown during questioning.
Serve as HCLs representative at key presentations, networking events, and trade shows, demonstrating the quality and creativity of HCLs offerings to stakeholders and potential clients.
Closing The Deal
Work in partnership with the Head of Sales & Growth to craft compelling tender and deal packages for customers which meet their needs, provide strong comparisons to competitors and meet the margin needs of HCL.
Gather and analyse feedback from customers to refine our packages, especially where we are unsuccessful.
Engage with the Contract Managers (Operations) in identifying contracts due to expire which we wish to retain, and delivering improved retention rates through the development of compelling proposals which are presented to schools in good time to improve retention rates.
This list should not be regarded as exhaustive, and the post holder will be expected to deliver other duties relevant and appropriate to this role and department.
PERSON SPECIFICATION
Dynamic Commercial expert passionate about feeding children high quality, tasty food.
Experience in food sales with a skillset which has driven commercial growth and long term customer relationships.
A strong hunter mindset, with a demonstrated ability to drive exceptional business performance and results, especially through tender processes.
Strong financial acumen and the ability to craft deals in a flexible manner in collaboration with functional experts.
Strong understanding of sales tools and processes to drive reach and engagement, especially in customer engagement and networking.
Excellent communication skills as persuasive presenter to potential customers and internal stakeholders.
Strong organisational skills with the ability to prioritise work and deliver to tight deadlines.
Ability to analyse commercial briefs/tenders and allocate resource and time effectively.
Competent in time management and capable of working autonomously.
Proficient in MS Office Suite and other relevant software tools.
EQUAL OPPORTUNITIES
HCL is committed to openness and equality of opportunity in every activity, from the way we employ staff to the way we deliver services. It is a central responsibility of managers and employees of the company to ensure that every individual that we encounter is treated with dignity and respect.
HEALTH AND SAFETY
It will be the duty of every employee while at work to take reasonable care for the Health and Safety of themselves and of other persons who may be affected by their acts or omissions at work.
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