Territory Sales Manager

7 months ago

West Kelowna, Canada Foothills Creamery Ltd Full time

**About Us**:
Foothills Creamery has proudly produced dairy products and served Western Canada for over 50 years. We produce butter and ice cream, now offering over 80 different flavors of ice cream, sorbet, sherbet, and soft serve. We take pride in using locally sourced ingredients and continue to use the same old-fashioned, barrel churned techniques as we did in 1969.

Foothills Creamery is committed to growing our passionate and friendly staff, providing excellent customer service, and producing the highest quality ice cream and dairy products for Canadians.

**Job Purpose**:
The role of the Territory Sales Manager (TSM) is to provide consistent, valuable, and energetic sales representation for Foothills Creamery customers within a prescribed geographic territory. The TSM will plan, organize, communicate and manage the sales activity (listings, promotions, in-store demos, point of sale material, display bunkers, returns, etc.) for applicable outlets to ensure product sales volumes are meeting required targets. This individual will maintain excellent business relations with customers to identify and meet the needs of Foothills Creamery and the customer to achieve common objectives.

**What You’ll Do**:

- Negotiate the necessary promotional support including bunkers, special sections, signage, for each of their accounts
- Identify and coordinate participation in all account openings and applicable account changes or set up, when necessary (i.e. relines for each of the retail accounts within the territory)
- Present sales, market results and analysis to account personnel and propose an adjustment to current business to address the opportunity if necessary (i.e. shelf sets, listing mix, etc.)
- Maximize space allocated to Foothills Creamery products through corporate space agreements or by negotiating incremental space
- Ensure that promotions and category price structures are being properly applied
- Provide regular reporting of competitive activities, new product, and new listings. Share this information with the entire sales force
- Make presentations to key personnel for new products, line extensions, new shelf positioning, thematic programs, suggested retail pricing, and all regular promotions
- Work internally to ensure accounts are receiving an adequate amount of stock with few shortages and revise forecasts to reflect the impact of listings and promotions on shipment to the account warehouses or DSD suppliers
- Carry on regular dialogue with our internal resources to ensure we are executing to common policy in the territory
- Planning call cycles and territory coverage must include consideration for safe travel, secure work environments and harassment free customer interaction
- Provide periodic audits of pricing, shelf space, all listings, and other information (as requested) for each account
- Know the category and the main players - things like the competition’s promotions, new products, strengths, and weaknesses and even the market share and sales performance of each of the main players key products
- Manage the product returns (full or partial) paid to each outlet in keeping with the policies set forth by Foothills Creamery.
- Manage the capital assets of the company which reside in retail stores across their territory (mobile coolers, special banners, display materials).
- Collaborate with interneral departments (Customer Service, Marketing, Production, Warehouses, Transportation, & Accounting) to ensure a postive customer experience
- Build and maintain strong relationships with major accounts of Foothills Creamery and negotiate agreements when required
- Regularly visit customers to ensure promotions and category price structures are properly applied and communicate results to management and appropriate individuals
- Analyze promotion results and gauge the impact on future business development

**What You’ll Need**:

- Bachelor’s Degree in Business is preferred
- Minimum 3 years of experience in Consumer Packaged Goods industry
- Retail food store operations familiarity is preferred
- Exceptional customer service skills
- Ability for frequent travel (75-90%) primarily in a vehicle throughout Okanagan & Interior BC with occasional overnight stays
- Familiarity with Retail, Food Service, Industrial, and Distributor customer operations
- Proficiency in Microsoft Office - advanced knowledge in Excel
- Familiarity with ERP systems - knowledge of SAGE and Power BI is an asset
- Understanding of online ordering systems

**What You’ll Bring**:

- Ability to work autonomously without regular supervision
- Proficient in the English language (spoken and written)
- Ability in basic mathematical calculations along the lines of profit margins and sales analysis will be required
- Engaging level of enthusiasm
- Positive team management
- Show ability and willingness to change as needed and gain commitment from others to make appropriate and positive change
- Exceptional interpersonal and communic

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