Head of Sales

8 hours ago

Old Toronto, Canada fishRecruit Inc. Full time

As a member of the Canadian Leadership Team, the Head of Sales is tasked with delivering the core commercial KPIs for the business around volume revenue and profit, while leading the strategic thinking around channel and RTM strategies. A key contributor to the strategic direction of the business through contribution to the company's leadership on purpose, strategic choices and people and capability development.

In conjunction with the General Manager, the Head of Sales has a specific focus on building premium brands via executional excellence. As the day-to-day customer and partner lead for the company, the Head of Sales will lead internal and external teams in the pursuit of short-term and long-term revenue, profit and brand development targets.

Reports to the General Manager-Canada, supports and has regular interaction with all functions but primarily interacts with the Head of Supply Chain, FD and Head of National Marketing.

Key Responsibilities

Sales Leadership / Portfolio Selling Strategy / New Business Development

  • Lead the development of a compelling customer-facing ‘premium brands portfolio selling strategy’ leveraging the power of the company's brands.
  • Embed the company's Leadership Behaviours and customer/category insight in pursuit of a sustainable competitive advantage in Canada.
  • Direct the direct sales team to identify, assess and acquire new business in both retail & on-premise aligning to Canadian Ambition and in coordination with route-to-market partners where required.
  • Have a ‘future focused’ mentality to understand, anticipate and take advantage of channel, customer and category trends & opportunities to deliver accelerated growth in the Canadian market.
  • Deliver profitable revenue growth from robust internal commercial management of the P&L, with rigorous financial control and governance processes in place.

Customer and Partner Relationship Management

  • Lead and define customer engagement strategy with Sales Leadership (across 9 provinces in both Retail and On-Premise channels and both private and government retail channels).
  • Understand and internalize the goals and objectives of key retail & on-premise customers in English Canada and develop specific strategies to engage and address.
  • Cultivate strong, purposeful relationships at the most senior customer level (top-to-top/presidents and other executives).
  • Anticipate and adapt to the ever-evolving marketplace and ensure internal capability exceeds and grows ahead of market evolution.

Partner Management

  • Select and retain the best route to market partners to deliver our mid and long-term strategies for Canada.
  • Actively manage route-to-market partners towards the delivery of monthly, quarterly and annual targets in terms of volume, key financial metrics and premium brand execution standards and compliance.
  • Develop and monitor robust forecast sales plans with customers, partners and the company's supply chain via the channel sales leaders and internal and external stakeholders.
  • Hold partners accountable daily to the company's executional standards.
  • Lead and develop the company's Sales organization.
  • Continually deploy team resources in support of annual business objectives and long-term company Ambition.
  • Establish and provide ongoing training, development and learning opportunities.
  • Benchmark sales team capability and put measures in place to enhance commercial competence and capability.

Key Qualifications

  • University Degree, MBA is preferred.
  • 7-10 years beverage alcohol / CPG sales leadership experience.
  • Demonstrated progression within a Tier 1 organization.
  • Understanding of all beverage alcohol jurisdictions.
  • Experience of working with large big box grocery retail.
  • Experience selling in both retail and on-premise channels is a plus.
  • Experience in selling Premium / Super Premium brand portfolios.
  • Experience of leading high performing teams.
  • 3rd Party Partnership management is a plus.

Travel

  • In-Field / Customer Facing / Team Management +60% of time.
  • Travel to Vancouver / Western Canada at least 2 times per month.
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