JOB FILLED - Sales Manager

Job Description: 

Wally's Natural is a  family owned business that is proud to be a natural products company and we are committed to creating eco-friendly natural and organic products that help make a difference for our customers.

The Sales Manager acts as Wally’s consummate resource in achieving the long-term loyalty of our Natural and FDM (Food, Drug and Mass) customers and managing all sales activities.  This is accomplished through a combination of taking ownership of key account relationships and providing leadership, motivation and direction to our sales force. You will be responsible for growing topline sales, managing customers through a broker network or through customers directly being the primary contact for our broker partners. You will create annual account level business plans. These plans will set objectives to support growth through merchandising, promotions, advertising, obtaining shelf space, executing strategic pricing and launching new products.

Ultimately, this position is the focal point in Wally’s long-term strategy to develop incremental growth, through in-depth selling with existing customers and through the acquisition of new customers.

Position Responsibilities and Expectations:

  • Manage and oversee the company’s sales direction and functions, including development of sales techniques, approaches and measurement standards.
  • Strive to exceed the company’s sales objectives as to YOY growth, % increase in revenue and profit margins, sales performance and customer focus & loyalty.
  • Your objective will be to drive top-line growth by closing new business.
  • Manage, support and cultivate the development and growth of the sales force/ brokers. Coach and develop the team of direct reports while ensuring a culture of learning and development exists throughout the selling organization.
  • Nurture the close working relationships with our valued customers as it pertains to our core purpose to maximize account penetration via in-depth selling, adding additional SKUs etc.
  • Accountable for selling in and adherence to pre-approved calendar marketing agreements, providing updated promotional calendars annually.
  • Set up, manage and track ROI on distributor account promotions, programs and budget to ensure marketing/ sales budget is being used effectively to increase sales and market share.
  • Maintain appropriate contact with customers, distributors and sales outlets to support supply chain.
  • Utilize CRM (Keap) to manage all sales funnel activities, ensuring all contact information is updated regularly.
  • Monitor and analyze field sales reports, interpret results, and take corrective action to achieve sales targets.
  • Develop and execute 1-3 plans for each territory and assist on building of rolling 5-year strategic plans for growth. This includes identifying new opportunities for development.
  • Update Pipeline worksheet (sales forecast and sales targets) and submit on a weekly basis.
  • Respond swiftly, thoroughly and effectively to customer crises to assure satisfactory resolution.
  • Act as the point-person for all departments when sales-related issues arise.
  • Monitor competitor activities and stay abreast of market and industry trends and shift strategy accordingly.
  • Proactively contact at-risk customers and resolve issues through customer needs analysis. Renew contracts well ahead of expiration.
  • Lead monthly sales meetings. Be fully prepared on every sales call or meeting to be able to execute a sales plan. This includes pre-meeting preparation, sales goal setting, KPI review, overcoming objections, proper materials and resource execution, and a follow-up plan.
  • Conduct QBRs (Quarterly Business Reviews) with upper management to discuss in-depth top customer reports, new opportunities, customer problems, competition, industry swings, new product information and introduction and organizational relationships.
  • Prior to customer annual reviews, meet with upper management for an EBR (Executive Business Review) to discuss the specific account as a whole: review contract, sales growth, pricing, expenses, profitability and action plan. 
  • Marketing & promotion. Plan and coordinate with colleagues re: trade shows, customer events and social media content to support our branding and growth ambitions.
  • Responsible for planning and exhibition at regional and selected national trade shows, partner, and customer events.
  • Attend local, national and/ or international tradeshows.
  • Other tasks as assigned.

New Account Development:

  • Consultative selling and promotion of products within customer segments in assigned territory through Face to Face and Virtual communication to develop strategic partnerships that will drive growth of brands and products.
  • Identify, target, and secure sales with accounts, metric of 10+ new qualified accounts acquired each year.
  • Establish and develop contacts, prospects, and key distributor relationships in the region.
  • Negotiate agreements, develop proposals, and deliver presentations to gain program commitment.
  • Develop and manage a comprehensive strategic plan to ensure product portfolio growth and new account acquisition.

Existing Account Development and Retention:

  • Drive incremental growth with existing account base by 5% year over year through the addition of new program components, SKU development, and promotion execution while maintaining brand standards.
  • Utilize marketplace trends, operational understanding, and consumer demands to help improve field marketing strategy and execution while driving incremental growth with key customers.
  • Conduct customer business performance reviews and prescribed account audits to track, monitor and adjust selling and marketing efforts to produce desired program execution and maximize sales with all key business segments.
  • Gain and report analytic insights pertaining to territory data, program issues, and program/promotion opportunities with new and existing client base.
  • Plan and execute local marketing events and programs, such as in-market activations, local events – including demos and cuppings, with key customers.
  • Analyze POS by territory and store and identify mix optimization opportunities that will drive unit and dollar growth. Ensure all store POGs and layouts are set to rate-of-sale, maximizing POS opportunities.
  • Determine long- and short-term sales goals for the overall territory and for each direct sales brokers.

Education, Experience, Skills and Qualifications:

  • Bachelor’s degree in business or related field and/or equivalent work experience required.
  • Minimum 3+ years’ of demonstrated sales management experience working within the Natural Products industry.
  • Broker Management Experience (1-year Minimum).
  • Industry knowledge of channels and retailers.
  • Aggressive and seasoned in sales leadership, management and direct selling.
  • Experience with contracts:  ability to read, understand, identify red flags/ concerns, etc.
  • Ability to generate and analyze data from SPINS, iRi, StoneEdge and Communique.
  • Knowledge of appropriate software including: Microsoft Word, Excel, Google Docs, Gmail.
  • Highly motivated, energetic with strong organizational and time management skills.
  • Excellent written and oral communication skills.
  • Excellent time management skills and the ability to prioritize work.
  • Attention to detail and problem-solving skills.
  • Strong organizational skills with the ability to multi-task.
  • Strong decision making and analytical abilities with a solid attention to detail.
  • Possess a strong work ethic and team player mentality.
  • The ability to travel related to this role is required. Must be willing and able to travel up to 50% overnight locally, regionally, nationally and internationally if applicable.
Confidential Job: 
Last Resume Date: 
Wednesday, September 28, 2022 - 1:44am
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