Customer Development Manager

Job Title: Customer Development Manager
Location: Home based plus, weekly time spent in London (Head Office), UK-wide Travel

Contract: 1 Year Fixed Term Contract (with view to extension)

Overview:

HRA are working on behalf of a key customer to provide a Customer Development Manager for a major international Dairy Cooperative. Your role at HRA will be to work in close contact with the client throughout the week, guided and supported by the team at HRA, to drive new channel opportunities and sales for our client.

Purpose of the Job: The Customer Development Manager will play a pivotal role in expanding the international dairy brand's footprint across the UK. You will be responsible for developing new business opportunities for the client's existing portfolio of market leading brands, expanding into channels and new territories, and managing key national & regional accounts to drive profitable growth. This role requires a strategic thinker with a passion for customer development and negotiation. In addition to working closely with the head office team in London, you will be expected to travel across the UK as needed and work remotely to maximise efficiency.

The ideal candidate will demonstrate strong leadership in creating and executing business strategies, developing long-term partnerships, negotiating commercial terms, and increasing market share within the competitive dairy sector.

Key Responsibilities:

• Open New Sales Channels: Identify and evaluate new distribution channels and retail opportunities, to expand market reach and increase brand presence. Develop and implement strategies to penetrate these channels, ensuring alignment with overall business goals and maximizing revenue potential
• Grow Market Share: Identify and develop growth opportunities within the UK market by expanding into new territories and developing strategic partnerships with key customers and building physical distribution, availability and visibility of the client's products
• Develop New Accounts: Proactively seek out and establish relationships with potential new customers, to expand our customer base and increase revenues.
• Account Management & Strategy: Create and execute bespoke account plans and activation programmes for key customers, focusing on long-term partnership growth and profitability
• Range Portfolio & Promotions: Collaborate with customers to agree on effective product range portfolios and implement promotional strategies that drive sales while ensuring brand integrity.
• Negotiate Contracts: Lead commercial negotiations with customers, ensuring mutually beneficial agreements that maximise profit margins while meeting customer needs.
• Sales Data Analysis: Regularly analyse sales performance data to identify trends, measure the success of promotional activities, and inform decision-making for future business development.
• Ensure Strong Margins: Monitor pricing, promotional investments, and cost structures to ensure margins are optimized while staying competitive in the marketplace.
• Customer Relationship Management: Build and maintain strong relationships with both internal and external stakeholders, ensuring the highest levels of customer satisfaction and collaboration.
• Cross-functional Collaboration: Work closely with internal teams, including marketing, supply chain, and product development, to ensure alignment and effective delivery of account objectives.
• Travel & On-Site Client Visits: Frequently travel across the UK to meet with clients, attend business reviews, and represent the company at trade shows and industry events as necessary.

Person Specification: Experience & Skills:

• National Account Management Experience: Demonstrated success in managing large national & regional accounts, ideally within the FMCG or dairy sector (though experience in other sectors will be considered).
• Strategic Planning: Strong experience in developing and executing strategic account plans that deliver against sales, profitability, and growth targets.
• Sales & Negotiation Expertise: Proven track record of negotiating and securing commercial deals, with the ability to build win-win partnerships.
• Commercial Acumen: Strong understanding of key business drivers and ability to analyse financial data to inform commercial decisions.
• Customer Relationship Management: Demonstrated ability to build and maintain effective, long-term relationships with key customers at all levels of the business.
• Excellent Communication Skills: Clear and persuasive communicator, both written and verbal, with strong presentation and influencing skills.
• Analytical Thinking: Strong analytical skills with the ability to interpret sales data, identify trends, and make data-driven recommendations.
• Resilience, Tenacity & Perseverance: Demonstrated ability to influence and build new relationships, overcoming challenges and setbacks to drive successful outcomes.
• Adaptability & Flexibility: Able to work in a fast-paced, dynamic environment with a willingness to travel across the UK as required.
• Cross-functional Collaboration: Comfortable working with internal teams across various functions (sales, marketing, supply chain) to deliver against customer needs.
• Self-Motivated & Goal-Oriented: Able to work independently, remotely, and as part of a team, with a focus on achieving and exceeding targets.
• Travel Requirement: Willingness to travel extensively across the UK, including frequent overnight stays where necessary.

Preferred Qualifications:

• Experience in FMCG sector is essential (experience in dairy sector is desirable but not essential) Bachelor's degree in Business, Marketing, or a related field (or equivalent experience).
• Certifications such as Strategic Sales Management, Business Analytics, Negotiation Mastery or Communication is desirable but not essential.

- Upon application please include a CV and covering letter giving details of why you believe you are suitable for the role.

- Candidates must be available to interview w/c 2nd December for a January start