Job Description

Overview

Henry Colbeck, founded in 1893, is the oldest independent supplier to the fish and chip shop market in the UK. Family owned and built on a reputation for quality, service and reliability, it has an established Head Office and Depot in the North East, and an established Distribution Depot in Scotland. It supplies a broad range of frying oils and fats, batter flours, ingredients, frozen foods, frozen fish, drinks, packaging, utensils & equipment and cleaning materials, it has more than 1,500 SKU's and more than 2,500 customers. It also provides a certified used cooking oil & fat collection service. It has long standing relationships with its customer base and its commitment to providing unrivalled levels of customer service is absolute.

Due to the promotion of our existing Field Sales Manager, Robert Dallyn, to English Territory Sales Team Leader, an opportunity has arisen to strengthen the existing team of Field Sales Managers and develop & grow an important territory around South Yorkshire and East Yorkshire.

You will form part of an existing team of Field Sales Managers and be responsible for managing and growing the business on this important region where we have a strong market presence and are looking to grow our market share even further. The role will focus on ensuring that existing accounts are managed, new ones are developed, that customer service is exemplary and that sales on the region are maximised. The company works on developing strong supportive and lasting relationships with its customers, has a "can do" attitude and it is important that you identify with this aspect of their culture.

We are looking to appoint a high-quality individual to this key role. Ideally you will be of graduate calibre and have developed a career to date that demonstrates success in selling to independent niche catering or retail outlets and experience in the fish and chip / catering / wholesaling trade will be advantageous. We are, however, open-minded to some extent in terms of sector experience as it is the quality of the person that is of paramount importance to us. You will need to be hungry to be trained and to learn about this interesting but highly competitive marketplace. You will also have excellent communication and relationship building skills, be persuasive, streetwise, commercially aware, down-to-earth and can empathise with business owners. Through this appointment we are looking to secure a good long-term addition to our team. We have a strong belief in employee fulfilment and the benefits package is structured to be motivational and competitive within the marketplace. It would be highly beneficial if you live within the sales territory.

Key Relationship with:

Customers, Telesales Advisors, Delivery Drivers, Operations, Credit Control, Waste Oil, Business Managers/Directors and other Field Sales Managers

Job purpose summary:

Maximising sales volumes & tonnage, managing prices (case rates & contracts) to ensure profitability and increasing the number of active customers by building strong business relationships - consultative selling at its best!

Key Responsibilities include but are not limited to:

To maximise sales account penetration measured by number of SKU's sold in and by volumes purchased. To develop long-term relationships with customers, paying particular attention to the needs of business owner(s) and influencer(s). To plan and conduct face to face business reviews with customers leading to sales growth. To plan to have some mid-week evening sales visits & meetings (usually Tuesday to Thursday) based on the availability of the customer base (who will be trading at this time). To use IT and the company's Business Information systems to identify opportunities and potential issues. To promote the products that the company has prioritised, giving particular focus on promoting our own brands before supplier brands. To persuade customers to sell their used cooking oils & fats back to Henry Colbeck. To place particular emphasis on core product lines & ingredients (Fat, Flour, Sausages, Curry, Fish) to strengthen our position in the account. To assist customers in marketing their business so that 'pull through' is achieved. (Free POS, menu range advice, portion control etc.). To work closely with your Telesales Partner(s) and your HGV delivery drivers as part of a unified customer-facing team to maximise the sales and relationship potential of every customer. To have excellent product knowledge so that you are the "expert / business consultant" and to be personally responsible for any gaps in your knowledge so that training is provided. To be responsible for managing your call cycle so that your time is used to greatest effect. To meet and exceed sales targets. To manage difficult or upset customers and turn them around to thinking of us positively again. Troubleshooting problems in the frying process (Training to be given on identifying problems with cooking oils, palm oils and beef drippings). Occasional troubleshooting when a customer is desperate for specific core products. (Emergency delivery by you, facilitating borrowing stock from other customers, buying products at a cash & carry). If required, to assist Credit Control in recovery of overdue debt by using your customer relationship to persuade the customer to pay. To occasionally collect and bank cash in post offices. To open new accounts following company payment policy. Firstly encourage customers to pay cash on / before delivery. Secondly, and only if specifically asked by the customer, to discuss paying on credit terms. Note that we will only offer a credit account facility based on a twice a month direct debit and this account is only awarded subject to excellent credit references. To provide daily feedback to the Team Leader - English FSMs on sales success, issues, Market activity and opportunities. FSMs are required to log all customer contact (Sales visits, phone calls, Delivery by car etc.) on an App called "I-Snapshot" and a minimum coverage of 85% is expected and linked to your commission renumeration. To request promotions to help build sales on your area.

Skills Required:

Sales and results orientated attitude and the ability to 'make / close the sale'. Selling and customer service skills. Friendly, efficient and professional manner. Good listening and good questioning skills. Ability to deal with customer queries, complaints and difficult situations and turn them into a positive experience for the customer. Ability to plan and 'manage' the business review / meeting so that its main focus is sales based. Confidence to manage upwards / outwards and to communicate issues and opportunities into the wider company, other departments, and depots.

Additionally:

You will be required to attend training courses to gain product knowledge & enhance your selling skills and you will need to work at our annual company exhibition for one full weekend per annum (2 x holidays lieu days will be credited back to you). Occasionally customers may need to contact you outside of normal working hours. You will need to manage their expectations that they should only do so if their issue is highly important.
You will need to comply with all Company policies & procedures and deliver within the standards of all certification bodies i.e. British Retail Consortium (BRC) and Cyber Essentials (CE).

Job Type: Full-time

Pay: From 40,000.00 per year

Benefits:

Company car Company pension Cycle to work scheme Employee discount Free parking Health & wellbeing programme Life insurance Work from home
Work Location: On the road