Phillips- Business Development Team

Engaging People, For Engaging Brands

LEAD GENERATION

DRIVING SALES

BRAND MARKETING

Objectives

Infinite were tasked with recruiting & managing a business development team that would focus on the commercial opportunity for Phillips categories within B2B environments across all retail channels.

The aim & directive of this field force was to:

-Develop a range of independent retailers
-Increase sell-in for Phillips category’s
-Obtain new prospects through commercial opportunity
-Account manage assigned region
-Negotiate contract offerings
-Forecast sales against targets

Solution

The key to this deployment was to equip the team with the knowledge and tools to actively seek prospects for Phillip’s categories, focusing on all retail channels across the UK and Northern Ireland.

Our Business Development teams were actively approaching and setting up meetings with the relevant owner/buying and sales management to understand potential buy-in across Phillip’s categories.

Holding a territory each, our Business Development teams had to account manage and close new business development opportunities. The resources our team had access to were; internal Phillips data sources, existing resellers, online/social platforms such as LinkedIn, field visits and outbound contact through email/ phone.

Our teams had the autonomy to negotiate contracts per the Phillips procurement team’s directives. These directives were dictated in line with the businesses:
-Turnover
-Product mix buy-in
-Length of contract
These factors influenced the type of front-end discounts, rebates & off-trade margins the team could apply to our contracting agreements/ negotiations.

Benefits

Throughout the 10 years of the Phillips BDM team, infinite impacted greatly on the overall sales in/out of the division. The team hit targets, concentrated upon growth categories, built relationships within their regions which allowed for stock placement, gained valuable feedback and were able to work with the retailers on developing the brand i.e. through POS and in-store display. The contribution to the independent channel by our BDM team was unmatched and took place whilst infinite strategically analysing data ensuring we were maximising upon things such as team location, call file and future brand plans.