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Head of Sales Leadership

1 month ago

Old Toronto, Ontario, Canada Fish Recruit Full time
Job Title: Head of Sales

As a key member of the Canadian Leadership Team, the Head of Sales will be responsible for driving the company's commercial KPIs in Canada, focusing on volume revenue and profit growth. This role will also lead the strategic thinking around channel and RTM strategies, contributing to the company's leadership on purpose, strategic choices, and people and capability development.

Key Responsibilities:
  • Develop and execute a compelling customer-facing premium brands portfolio selling strategy, leveraging the company's brands and customer/category insight.
  • Embed the company's Leadership Behaviours and customer/category insight to achieve a sustainable competitive advantage in Canada.
  • Direct the sales team to identify, assess, and acquire new business in both retail and on-premise channels, aligning with 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 and opportunities to deliver accelerated growth in the Canadian market.
  • Deliver profitable revenue growth through 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 and 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 the company's 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.
Team Leadership & Development:
  • 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/CPP 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.
  • Some International Travel.
  • Based in Toronto office (location TBD).