Booker
Business Development Controller
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Business Development Controller
About the Role
Reporting to: Head of Business Development Based: Field – National travel required
Job Summary
To lead and manage the Business Development Manager (BDM) team to deliver against brand growth objectives. This includes operational oversight, team development, process improvement, and strategic planning. The Business Development Controller (BDC) will foster a high-performance culture, drive sales growth, and ensure retailer satisfaction while maintaining brand standards.
Responsibilities
- Lead, motivate, and manage the BDM team, including:
- Coaching
- Mentoring
- Succession planning
- Conduct regular field visits to support BDM development and execution
- Oversee day-to-day operations including:
- KPIs
- Forecasting
- Budgeting
- Sales performance
- Ensure BDMs meet targets and uphold brand standards
- Monitor and improve retailer onboarding and engagement processes
- Drive improvements in systems, tools, and processes to increase efficiency and reduce errors
- Collaborate with internal stakeholders to streamline workflows and lead change initiatives
- Develop plans with RDC (Retail Development Controllers), RDM (Retail Development Managers) and BDMs to grow retailer weekly app sales across defined thresholds
- Build strong relationships with Heads of Retail and Retail Development Controllers to support:
- Retailer recruitment
- Onboarding
- Sales growth for Scoot
- Develop growth plans to drive app sales and help retailers achieve minimum app RSP sales of £2,500 per week
- Drive growth across:
- Fresh
- Bakery
- Frozen categories
- Improve retailer range, availability, compliance, participation, and sales performance
- Own and develop multisite and national accounts, including:
- Identifying opportunities
- Leading onboarding
- Ensuring retailers are set up for success
- Delivering sustained app sales growth
- Develop and implement brand plans aligned with growth objectives
- Drive sales and profit for Booker and Scoot retailers; improve customer satisfaction
- Work with partners to grow sales and gather feedback
- Identify growth opportunities and execute brand expansion strategies
- Report regularly to senior leadership on:
- KPIs
- Risks
- Opportunities
- Identify and mitigate operational, financial, and reputational risks
- Be the champion for EVM (Everyday Value Management)
- Monitor competitor activity and market trends to inform strategy
- Support contract negotiations and commercial oversight with:
- Retailers
- Partners
- Develop training materials and onboarding programs for BDMs
- Use analytics to identify:
- Trends
- Gaps
- Opportunities
- Ensure compliance with legal, financial, and brand standards
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Requirements
Experience
- Relevant experience for the job
- Proven experience within Retail or Wholesale, ideally convenience
- Experience leading a Field Sales Team
- Understanding of Business to Business (B2B) commercial and financial operations
- Ability to build credible and long-lasting business relationships
- Proven history of:
- Effectively improving capability
- Driving performance within a team
- Excellent communication and organisational skills
- Good IT knowledge including Microsoft Office
Skills
- Leading and managing a field sales team
- Understanding customer types and relationships
- Commercially and financially focused mindset
- Leading a culture of continuous improvement
Benefits
At Booker, you’ll enjoy an exceptional package of benefits alongside career progression opportunities:
- Booker colleague card offering:
- 10% off purchases
- Double discount events (3x annually)
- Tesco colleague discount card (after 3 months service):
- 10% off, increasing to 15%, across most purchases (everytime, including 4-day promotional periods)
- 10% off Tesco Café
- 20% off F&F (food & fresh) purchases at Tesco
- Tesco Mobile deals:
- 10% off pay monthly & SIM-only deals for yourself
- Insurance discounts:
- Up to 30% off car, pet, and home insurance at Tesco Bank (terms apply)
- Health and eye care:
- Free eye test when spending £50+
- 30% off glasses, prescription sunglasses, and contact lenses
- 50% off health checks at Tesco Pharmacy
- Exclusive discounts:
- RAC breakdown cover at discounted rates
- Access to discounted everyday items (cyber deals, cycle-to-work scheme)
- Share scheme:
- Join our annual Save As You Earn share scheme (for Tesco shares) after 3 months
- Save up to 5% via the retirement savings plan (pension), with Booker matching your contributions
- Life Assurance:
- Three times annual pay for death-in-service cover
- Health & Wellbeing support including:
- 24/7 confidential Employee Assistance Programme
- Virtual GP for you and your family
- Generous holiday package
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About Us
Booker is the UK’s leading food & drink wholesaler, empowering independent retailers, caterers, and small businesses nationally. Our portfolio includes:
- 190+ Cash & Carry branches
- 8 distribution centres
- 5 Best Food Logistics sites
- 6 support centres
We champion Diversity, Equity, and Inclusion (DE&I). Long attended, our workplace cultura exemplifies that everyone is represented and can bring authenticity. We invite conversations on flexible working—whether you are starting your career, need work-life freedom, are navigating caregiving, nearing retirement, or expecting a change.
Booker is a Disability Confident Committed Leader, ensuring an inclusive recruitment process. Contact recruitment@bookergroup.com for accessibility support information.
Booker Group operates separately from core Tesco business—for further details, visit www.bookergroupjobs.co.uk.
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