Key Account Sales Manager

Sun Gro Horticulture is one of the most prominent North American horticultural companies, employing over 800 staff and serving customers worldwide. Since its humble beginnings in 1929, it has become the leading supplier of soilless growing mixes to North America’s top 100 greenhouse and nursery growers, shipping over 70,000 truckloads of product annually. Sun Gro products are made to exacting standards and conform to high product quality and performance criteria. Sun Gro Horticulture recognizes that its success is due to the strength of its employees. The primary goal of Sun Gro® is to promote individual employees’ sense of accomplishment and contribution so that employees enjoy their association with Sun Gro Horticulture. The Company invests in its employees so that they are the most knowledgeable in the industry, and undertakes great efforts to nurture loyalty to, and teamwork at, Sun Gro. General Summary To plan, organize, and control the total selling effort of assigned Key Accounts. Manage price effectively through Finance to maximize Area and Company profitability. Achieve sales budget objectives and plans as assigned. Communicate effectively with contacts of key accounts assigned. Control and monitor sales expense budgets conforming to the expense plan guidelines and policies. Work with other internal departments as needed for product development, claims resolution, marketing needs. Work as key contact for any shared customers assigned. Work as the company’s sales representative in all settings both internally and externally. Essential Job Functions Responsible for delivering combined product group sales in product portfolio according to approved sales budgets and marketing plans. Responsible for implementing/controlling approved sales/marketing programs and procedures. Work with sales processes through The Demand Teams including Portfolio Management, Tech Management, Customer Care, Credit, and Production. Initiate, monitor, and recommend sales programs which are realistic and measurable as well as a timetable for accomplishment to capitalize on opportunities. Control personal expense budget and manage expenses in accordance with company policy. Achieve new account and distribution objectives as assigned. Work all sales records through Salesforce. Regularly complete appropriate field reports and maintain records of assigned Area activities to be submitted as required. Records are up-to-date, accurate, neat, and readily accessible. Attend scheduled sales/operations meetings and calls representing the entire area of responsibility. Communication with your supervisor(s) about any and all factors or activities which affect your accounts directly or indirectly and also other various company departments. Participate in regional and national meetings to plan and analyze business strategies and activities. Attend trade events such as shows, seminars, and associations as needed. Maintain excellent business relationships with key account decision makers by actual account calls face to face, and virtual and through trade show functions. Properly handle all customer requests, problems, or special situations relating to our product and service performance. Exercise proper care in handling all company materials and assets so that the appearance and condition is such that it will create a favorable impression at all times. Timely submission of forecasts, sales reports & expense reports as required to meet monthly deadlines. Establish realistic C&R achievement levels based on company overall C&R’s Process. Focus to keep safety first and foremost in all activities. Look appropriate and professional in all internal and external functions. Ability to travel domestically and internationally on a routine basis. Other duties/projects as assigned. Knowledge, Skills and Abilities Strong customer focus - includes the ability to balance the needs of the customer with the needs of the business as well as fostering a strong customer focus mindset. Strong Fact Based Decision Making skills – supports decisions with data and uses data to solve problems. Ability to Establish Plans – set clear, measurable goals, anticipating roadblocks and adjusts for problems, can accurate assess the length and difficulty of tasks. Change Champion – able to communicate changes, remove obstacles and understand who needs to be involved in driving changes. Strong execution skills – can provide support without removing responsibility, monitors progress to ensure achievement of goals, coordinate with other work groups. Creates an environment that fosters process improvement and challenges status quo to eliminate non-value added work. Understanding of Supply Chain function and interaction with other departments. Fosters Teamwork – values all employee’s contributions, involving team in decisions that affect them and discourages “we” vs. “them” attitude. Strong Business Process Orientation ensuring strategic process alignment across functions consistent with corporate strategies and goals. Computer skills a must, specific proficiency in CRM (Salesforce), Excel, Word, PowerPoint, Internet and email. Education and Experience Bachelors degree or 3+ years of management experience or educational background in horticulture or equivalent experience gained through employment in a horticultural or similar related job. Adequate management & sales experience to perform all the necessary sales functions required. Professional knowledge and skills required and an appropriate comprehensive technical industry background. Proven record of achievements in horticulture or other sales-related activities. Experience selling and/or managing relationships with national retailers is preferred. Work Environment Home office, production plants, and customer sites as needed. #J-18808-Ljbffr