Regional Business Development Coordinator Small Format Channel

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 and actively manage the sales goals and objectives of his/her specific assigned accounts, 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 required to work all hours necessary to ensure operations function is fulfilled, including nights, weekends, holidays. May be required to be on-call.

• Objective: Drive Incremental sales in current accounts by focusing on new selling opportunities that will drive volume and revenue for the company and the customer.

• Must sell-in all current and future products, including all brands and packages distributed by the Buffalo Rock Company.

• Must continuously seek authorization and full distribution for all current and future products distributed by the Buffalo Rock Company.

• Meet with account ownership (owners/VPs/DMs, etc.) and Franchise Leadership as a group to show unity of buy-in and expectations for product and placement. Gain approval during this process from store manager(s).

• Have a selling story for the customer on how the additional product will drive revenues and margins...win/win partnership.

• Solicit any potential new accounts in /out of your assigned area. Communicate any changes to an existing account, including ownership, closure, etc. to the appropriate departments.

• Must aggressively pursue current BRC in-store plans as well and pursuing additional shelf space, position, display space, cooler space, vending placements, and rack placements in all assigned accounts, incremental to the CDA status of the account under BRC standards.

• Must work with the responsible Franchise Leadership to ensure all assigned sales objectives and quotas are reached under BRC standards.

• Must work with the responsible Franchise Leadership to ensure all Corporate and Franchise defined merchandising standards are executed in all assigned accounts in accordance with BRC standards.

• Ensure that all marketing programs with assigned /selected accounts are implemented and maintained, and report and remedy any non-compliance under BRC standards.

• Must work with the responsible Franchise Leadership to ensure that the Out of Date Policy is enforced in accordance with BRC standards is understood by the employee- partners servicing the BDC's assigned account.

• Must work with Franchise Leadership to ensure all general company policies are understood and followed by all employee-partners.

• Must work with all Franchise Leadership to ensure that the BDC's assigned accounts receive adequate service and delivery based on the Franchise Policy for Service Frequency.

• Must visit all retail accounts as deemed appropriate to determine whether customer is purchasing Buffalo Rock product or not due to transshipping. If transshipping the BDC will be required to communicate to Franchise Leadership.

• Must personally visit all assigned accounts on a scheduled basis in accordance with BRC standards.

• Must actively pursue to full resolution any need or complaint of the BDC's assigned accounts as it relates to the day-to-day business between the account and the Buffalo Rock Company.

• Must work with Franchise Leadership to understand and provide insight into personnel issues regarding the Progressive Disciplinary Procedures as outlined in the Company Policy Manual.

• Must work with Franchise Leadership to ensure that all assigned accounts of the BDC requiring "weekend and holiday" merchandising are serviced adequately, either by assigned employee-partner based on the company's established rotation.

• Develop and maintain positive, professional customer relationships.

• Know each district manager/buyer/owner at each account by name and keep them updated on all Buffalo Rock Company pricing, new product, and any information pertinent to mutual business needs.

• Must review sales data monthly and communicate the information to the assigned accounts accordingly.

• Required to attend and/or participate in all scheduled meetings as directed.

• Required to work nights, weekends (Sat. and Sun.) as needed and for On-Call Duty to Franchise requirements.

• Required to work any special events or other events associated with the Buffalo Rock Company or the Franchise.

• Must adhere to customer policies for vendors or suppliers, which may include but is not limited to business conduct policies, business ethics policies, legal policies, and delivery and merchandising policies.

• Have plan approved by Franchise Leadership prior to scheduling on accounts to visit.

• Develop a spreadsheet to organize accounts with data and success measures and report weekly.

• Review Sales Report of the account to identify opportunities for SKU's - determine what is growing vs. what is declining to identify drivers (location/price/point of interruption). Determine CDA requirements for account to identify upon arrival. Ensure we look better than our competitor.

• End of day - communicate with Franchise Leadership wins experienced for the day. Build a "win's" board to identify successes for display in office and record wins on spreadsheet. Goal is to win something in every account that we do not currently have (space/display/sku/etc.).

• Follow up with Franchise Leadership monthly to determine success, identify opportunities and confirm placements still exist.

• Expectations: Set up account base for visitation. Meet with Franchise Leadership week 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

• Must exhibit a high level of ethical and moral conduct while at work or in attendance of 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. Must successfully complete assigned training curriculum, including but not limited to online and/or facilitated training.

• Ensure that every reasonable precaution is taken to protect the Company from possible damages, theft, or other liabilities.

• Ensure that every reasonable precaution is taken to protect the safety of employee- partners, self, customers, Buffalo Rock property, and customer property.

• Honor and follow through on all business commitments.

• Embody Buffalo Rock's Purpose of "Building brands through legendary service and remarkable people."

• Live Buffalo Rock's Core Values:

o Committed to serving our communities.

o Customer success drives our success.

o Integrity matters.

o Obsessed with continuous improvement.

o We care for each other.

o Win the day.

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)

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__________________