Territory Sales Manager

2 months ago

Ottawa, Ontario, Canada Jd Electrical Home Solutions Llc Full time

About the Role

The Territory Sales Manager will be responsible for growing our presence and sales across the Off Premise channel, which includes LCBO stores and LCBO Agency stores, as well as some On Premise accounts. This role will work closely with the assigned Field Sales Manager to optimize sales in the retail channel and drive executional excellence on retail programs.

Key Responsibilities

  • Establish and develop long-term profitable customer relationships through continuous engagement and best-in-class customer service.
  • Execute strategies geared at improving our brand value, volumes, and share of shelf.
  • Optimize brand distribution, planogram strategies, effective inventory management to meet sales demand, as well as inspecting outlets for secondary placement and impulse purchase opportunities.
  • Educate retail staff on product attributes via staff educational seminars and product tastings.

Customer Engagement

  • Apply the Campari Way of Selling techniques to effectively sell and negotiate to achieve Sales Targets and Objectives.
  • Using weighted distribution approach, target the top retail accounts to increase distribution and usage of our portfolio in Off Premise.
  • Ensure all allocated channel programs are executed with excellence in the right accounts, with sufficient inventory levels, as well as appropriate follow up to ensure the maximum return on investment and review of program performance.
  • Develop direct, actionable relationships with retail account staff.
  • Identify and nurture new commercial opportunities to expand our portfolio in store via sales trends, retail programming investments and category gaps within the assigned territory.
  • Utilize local CRM tool to manage customer relationships, keeping key account contact information and portfolio status up to date.
  • Conduct on-site staff training and educational sessions to ensure that all brands are on the forefront of the staff's mind when selling to customers.

Brand Building

  • Collaborate with the Channel & Customer Marketing Team and Brand Marketing Team to assist with the planning and execution of creative, local events that increase the presence and visibility of all brands within the territory.
  • Increase brand awareness through secondary displays, impulse placement, new listings, promotions, limited-time offers (LTOs) and other marketing tools, ensuring brands are at risk of being purchased.
  • Work within the guidelines defined by our Marketing team to increase brand awareness through social media and social networking sites.
  • Monitor and report competitive supplier or other volume / value increasing activity in assigned territory as a means to improve future brand promotion / strategy in the Off Premise channel.

Territory Management / Reporting

  • Utilize CRM tool to record meeting outcomes, objective tracking, data for fact based selling and engage in localized account surveys to build insights; all aimed at creating the Campari Perfect Store.
  • Effectively plan a route to market strategy for covering the Off Premise accounts in assigned territory on a daily, weekly, monthly and quarterly basis.
  • Develop plans in collaboration with FSM focused on growth of assigned accounts.
  • Complete all administrative duties including budget assignment and expenses.
  • Leverage internal financial P&L tools to maximize sales revenue focusing on high-margin brands, creating strategies for gap-closing exercises.
  • Analyze territory sales trends and programming calendar to create customized programming for partnership accounts.
  • Conduct regular audits across all store locations to ensure accurate shelf information and displays, providing visibility on shelf position, share of shelf, product assortment, and display compliance.

Key Relationships

  • Field Sales Manager
  • Commercial Director
  • Commercial Operations Team
  • Consumer and Customer Marketing Teams
  • Brand Marketing Team
  • LCBO Retail Managers
  • LCBO Retail / District Managers
  • Merchandiser / Tasting agencies
  • Trade associations and other partners

Requirements

  • 1 to 2 years of experience in consumer goods industry is an asset.
  • Experience working in multi-channel environment
  • Current and effective in market Off Premise channel relationship and marketing understanding

Education / Professional Qualifications

  • Degree or diploma in business with a focus on sales or marketing
  • Valid driver's license

Skills

  • Successful experience building and managing a territory
  • Strong account management and follow-up skills
  • Business financials and experience in managing a budget
  • Demonstrated ability to develop and maintain effective working relationships with key customers and stakeholders
  • Familiarity with product sales – ability to develop compelling selling stories to grow distribution.
  • Ability to analyze territory sales trends to gain key insight to drive sound business decisions.
  • Ability to manage multiple priorities and manage multi-brand portfolio
  • Strong selling and negotiation skills.

Managerial

  • Organizational and planning skills
  • Able to work effectively with teams – driving results through others
  • Cross Functional Collaboration

Other

  • Proactive, well-organized, and able to demonstrate attention to detail
  • Strong critical thinking and problem-solving skills
  • Strong analytical skills, including quantitative analysis
  • Ability to prioritize and balance required tasks with sensitivity to time, resources, and budget
  • Excellent verbal and written communication skills with the ability to speak and present to key decisions makers, both internally and externally as required
  • Uphold the qualities of high integrity and commitment, with a strong work ethic
  • Motivated to complete tasks independently and ability to work with minimal supervision
  • Prioritize company goals and lives the Campari values
  • Demonstrate the ability to communicate positively and work effectively with others
  • Microsoft Office Suite

Other Requirements

  • Regular travel
  • Personal vehicle and flexibility to work from home
  • Attend events and promotions after hours
  • Digital media understanding and social media proficiency
  • As per business needs, available to work evenings and weekends

Our commitment to Diversity & Inclusion

At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual's race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.

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