Tom Wakeham Email & Phone Number

Nottingham, England, United Kingdom

Nottingham, United Kingdom

United Kingdom

Business Development Manager (National Account Team) – March 2016 – PresentReporting to the Sales Director managing an existing portfolio of National and key accounts worth £3.5m PA to grow and retain existing business. There is also an expectation to create a pipeline and win new group and National account business either through tender or prospecting.Achievements:- Existing business includes Brunning & Price £1.2m (National), Manchester United (Key Account) and JW Lees (Group account).- Quickly demonstrated ability to win new National and group business – Unique Catering, Georges Fish and Chip Kitchen and King Henry Taverns.- Given massive autonomy to grow the business and manage time. This includes forecasting, managing margin and prices for every customer. Fish and Seafood is traded in a volatile market making it hard to manage the expectations of the customer and this alongside the constant pressure from competitors.

East Midlands

Reporting to an ASM and Branch Manager I manage a well established area of independent accounts alongside key and national accounts worth £3 million in total PA. Working to a 50/50 split between new and existing business I have been given great autonomy to grow my business in a very competitive market place.Achievements:- Exceeded the expectations of management by hitting/exceeding KBIs within three months of starting the role given my experience in this area and the diversity and complexity of the product range.- Managed one of the largest and well established area in the business from decline into growth in the fourth month into consistent growth thereafter. (Ave £55k a week to ave £65K) largely through bringing on high quality accounts and growing existing key accounts.- Christmas Sales 2014 (December) cash variance on my area was +£65,525 the highest in the entire company.

Reporting directly to a Grocery Sales Manager - I manage a territory covering top end grocery accounts across the East Midlands that generate a sales revenue in excess of £3m. The main targets for this role are to drive value and volume growth at a local level as well as realising the nationally agreed ‘look of success’ in stores and ensuring the 100% availability of the CCE products ranged.Achievements:After nine months in this role I was given the high profile Nottingham territory to manage. This meant that I had to host a number of VIP visits to demonstrate best practice in stores. I was awarded the ‘star of the quarter’ award in the second quarter of 2012 based on a presentation given to the Regional Director that was judged on my performance against key business indicators. In 2012 I was one of only a handful of employees to achieve an ‘exceeds’ rating in my annual review based on my results and behaviours in a tough trading year. In 2013 I backed this up by winning the internal UK ‘Presidents Cup’ for having the best activated City in the UK for the home channel. The VP for sales Dave McNulty described it as ‘model activation’.

Reporting into the Sales Manager I was responsible for an existing territory of leased, tenanted and independent licensed outlets as well seeking out viable and profitable new business within that territory.Achievements:My strong performance in this role led to a swift promotion based on me securing several high volume accounts including the well-known Riverbank on Trent Bridge, Nottingham and Tamatanga in Nottingham City Centre. I hit targets for viable post mix and cooler installs in the first quarter of 2010. The territory had been vacant for some time before I started and I successfully resolved a number of issues and a backlog of admin in a very short space of time.

Nottingham

This was a brand new predominantly new business role within CCE with the purpose of seeking out opportunity to increase the sales of extremely profitable Instant Consumption (chilled) packs in and around the high footfall areas of larger UK city centres.Achievements:I threw myself into this role and was one of the first colleagues to agree and activate meal deals and menu boards that are now common place as well as using vouchers in the local press to drive footfall into independent outlets.The Nottingham area was used numerous times by the vice president to host VIP visits to demonstrate the new concept and was described as the best in the country. During these visits I had to use my commercial skills to demonstrate the return on investment I was achieving in my outlets. I achieved all my KBIs and received a commendable performance rating for the two years I was in this role.

Notts/Derby

Managing a territory of independent outlets to maximize the range and availability of CCE products, introduce new ones and sell them in directly. I also had to ensure that outlets with CCE equipment complied with contractual agreements such as planograms and that equipment was not at risk. We were also tasked with identifying the better independent outlets with development potential.Achievements:I was consistently one of the top performers in this role for selling cases and other KBI targets. I one the ‘star of the period’ three times and enjoyed my first experience of face to face selling. I won a number of incentives including during the launch of Diet Coke with Lime. I was the first TSR to hit their 6 month target in 2005.

Customer Logistics Office - Nottingham

Working collaboratively with Londis head office I was responsible for managing the CCE inventory for the customer to satisfy store demand. Targets were based around improving service, cost to serve and availability.Achievements:I successfully completed a training course on the CMI* software and passed the certification test. I built the relationship and level of trust with the customer to the point that I could place orders autonomously in their absence.*Customer Managed Inventory

Customer Logistics Office - Nottingham

My main responsibility was managing the Movement Issue Screen that received live issues sent direct from the haulage companies and CCE depots ensuring prompt response from account handlers to achieve excellent customer service for the customer. I ensured all customer refusals were logged and investigated to the agreed standard. This reporting was used to spot trends in order to reduce refusals and save on unnecessary costs. I had to compile and present relevant information to the office such as performance vs. targets. There was also an element of ad-hoc reporting.AchievementsI created several Power Point presentations for the GM that were used at director level of company. I was able to spot a number of trends in refusals, highlighting them to the relevant area of business making savings for the company on potential further refusals. As a side project I created TQMS (Total Quality Management Systems) document on the treatment of refused stock and how it should be investigated. This is now accepted as standard procedure across the company.

Customer Logistics - Nottingham

Working in the logistics office responsible for taking all bulk orders I was responsible for the day to day running of the Interbrew, Booker and Costco accounts liaising between CCE account executives, depots and customers. Part of my responsibility was to prepare monthly reports on key business indicators for larger sector customers.Achievements:This role allowed me to develop great team working skills with a focus on first class customer service. I received great feedback from my customer contacts and was efficient when dealing with customer issues. I achieved the lowest number of errors in the office that caused stock refusals keeping additional costs to a minimum.

Nottingham

This role involved managing a territory of top-end independent and managed convenience outlets with the aim of developing the soft drinks category in store. One of the main priorities was placing CCE chillers including the new open fronted 4m chiller solution in suitable outlets ensuring successful installation, ongoing success and customer satisfaction.Achievements:I achieved the stretching target for the placement of Open Fronted Units in 2005 despite being new to role. I achieved all equipment, availability and compliance in 2006 and was one of the front runners for equipment placement throughout 2007.