Process: 1st Round

2nd Round with me and another director - role-playing exercise

• Tell me what you know about Good & Proper Tea? Motivations for applying for the role.

• G&P

  • Story
  • Current Team - my role and requirements
  • Current status / Strategy
    • Direct
      • Indy Cafe
      • Hotel
      • Restaurant
    • Wholesale Distributor
    • Contract Catering
    • Retail
      • Ocado
      • Delis/Farmshops

• D2C and other plans for growth

General Sales Questions:

• What attracts you to a role in sales in particular why do you want to transition from the other side of the counter?
• What characteristics make you suitable to a role in sales?
• What attracts you to FMCG and in particular sales over other areas of work?
• From experience, building a network has been key to understanding and unlocking some sales opportunities. FMCG is a new industry for you. How would you go about developing a network and build new relationships in London?
• How would you go about identifying suitable prospective customers and building a pipeline of potential sales leads?
• How would you then go about contacting these leads and finding the right stakeholder to speak to?
• Sales is hard/rollercoaster what motivates you to get up in the morning? What would keep you going off the back of multiple rejections?
• Organisation will be key - are there any tools you use in your current role that help you keep on top of things?
• Cafe experience - did you have sales people come in? What experience do you have interacting with sales people? What is good/bad about their approach?
• Lead generation - a large part of your role will be hunting down new independent cafe accounts. How would you go about this?
  • Instagram
  • Email
  • Newsletters
  • Network
  • Trade Shows
  • Distributors
• The other half of your role will be checking in on our existing customers. What do you understand by ‘account management’. Why do you think it will be an important part of your role?
  • Growth
  • Retention - making sure they have no reason to go elsewhere
  • Best in class tea service