Regional Business Development Coordinator (BDC)-
Specialty Retail 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 – Specialty Retail Channel is to serve as an Outside Sales Representative for Specialty Retail Fountain, Tea, Coffee and Cold bottle, negotiate with those accounts and actively manage the sales goals and objectives of his/her specific assigned accounts, and perform 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 aggressively pursue additional Large On-Premise accounts and Micro Markets and track placements in all assigned accounts to ensure the assets meet BRC revenue standards.
- Have a selling story for the customer on how the additional product will drive revenues and margins…win/win partnership.
- Ensure that all marketing programs with assigned /selected accounts are implemented and maintained.
- Assist with the collection of any OCS/Bottle Water past due invoices and the collection of any bad check payments.
- Solicit any potential On-Premise, Micro Market, Fountain, and Coffee accounts in /out of your assigned area. Communicate any changes to an existing account, including ownership, closure, etc. to the appropriate departments.
- Must work with the responsible Franchise Leadership to ensure all assigned sales objectives and quotas are reached under the Mid-Management Accountability Balanced Score Card.
- Must work with the responsible Franchise Leadership to ensure that the Out-of-Date Policy is enforced in accordance with the Key Performance Indicators (KPI) criteria and is understood by the employee-partners servicing the BDC’s assigned accounts.
- Must work with all 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 Retail Operating Principles set forth.
Must visit all assigned accounts quarterly and report findings to upper management to ensure customer satisfaction level meets BRC standards.
Must personally visit all assigned accounts on a scheduled basis, quarterly.
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.
Develop and maintain positive, professional customer relationships.
Know each decision maker at each Specialty Retail Channel account by name and keep them updated on all BRC needs pertaining to price increases, reduction of equipment or commissions and new products, and any other information pertinent to mutual business needs.
Must review sales data to perform quarterly customer reviews.
Required to attend and/or participate in all scheduled meetings as directed.
Required to work any special events or other events associated with the Buffalo Rock Company or the franchise.
Required to work with all assigned accounts, building brands as priority.
Required to develop schools, universities, restaurants, food services, entertainment, bars, national and regional accounts, health, hotels, gaming, theaters, etc.
Must adhere to customer policies for vendors, which may include but are not limited to business conduct policies, business ethics policies, legal policies, delivery and merchandising policies, and ability to obtain security clearance for access to certain facilities.
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.
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.
End of day - communicate to 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.).
Perform all 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, Office Environment
- 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 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_______________
