Senior Territory Sales Manager, Quebec

Senior Territory Sales Manager, Quebec Department: Sales Eastern Canada Reports to: Regional Sales Manager, Eastern Canada Location: Montreal (South Shore) Hours of Work: Full-Time, 40 hours per week Workplace Category: Remote – 50% overnight travel. Your Role at Petcurean: The Senior Territory Sales Manager (Senior TSM), will have the unique responsibility of managing a small territory, managing key accounts within the region, and assist with managing distributor responsibilities. Through bridging these responsibilities, this role requires tenacity and innovation to stay the course and continue to find ways to navigate and open new key account doors, but also manage and maintain ongoing relationships with existing accounts. With proven and measurable success in a territory sales management role, the Senior TSM will live and breathe our Petcurean consultative selling practices and will have exceptional bi-lingual communication and teamwork skills that will ensure the territory and key accounts exceed fiscal targets. The Senior TSM is a recognized subject matter expert in territory management and is viewed as a resource and mentor for the TSM's within that region. This role will pro-actively ladder up concerns and feedback to the Regional Sales Manager (RSM) to guarantee that the RSM has a clear picture of the strengths, weaknesses, opportunities and threats within the Senior TSM's territory. With RSM feedback and coaching, the Senior TSM will create a strategic annual plan for the territory inclusive of KPI's and measures to ensure proper ROI for time and money spent. This position will report to the Regional Sales Manager, Eastern Canada and will be best suited for someone who lives in Montreal – South Shore. If you were the Senior Territory Sales Manager now, here are some of the core activities you would be doing: Territory Management & Mentorship • Fostering the consultative selling approach, the Senior TSM will promote and sell Petcurean's products and services within an assigned geographic area to achieve significant sales targets. • Maintains a regular call cycle and route schedule, utilizing Petcurean's CRM, to ensure consistent visibility within the territory – visiting existing and new customers who may be of strategic importance to Petcurean (following the 80/20 rule) • Responds to more complex customer inquiries, assesses customer needs, and recommends appropriate products and services through routine store visits and calls.Ability to create and present long-term sales plans for key customers and monitor and adapt sales activities so these objectives are met. • Establish annual, quarterly, monthly, and weekly sales plans and pro-actively and strategically prioritize and schedule own activities so these sales plans are achieved • Fosters expertise in territory management, mentoring TSMs, and collaborates with the RSM to ensure seamless territory management. • Leading by example, execute consultative sales call strategies to key accounts to ensure Petcurean's goals are achieved. • Supports and conducts field work research to support RSM projects. Key Account Management • Collaborates to develop a key account strategy for the territory/region. • Seeks and maintains expert-level knowledge on all Petcurean products and services • Works collaboratively with key stakeholders (Marketing, Nutrition, Operations) to consistently maintain and grow key accounts • Implements our sales strategies during all sales calls • 12 Principles of Merchandising • 10 Step Call Procedures • Conceptual Fact-based Selling • Maintains technical knowledge by learning about products and trends, reading industry publications, establishing personal networks, and participating in pet industry trade shows. Key Account Management will be approximately 75% Account Management, and 25% New Account Business: Account Management • Refer sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so they can respond to changing market conditions and customer demands. • Collaborate with TSM's and Marketing to ensure key accounts are happy and engaged with our products and services. • Analyzes customer complaints, develops solutions, and recommends them to management. • Analyzes sales growth strategies and collaborates with accounts to achieve mutual sales growth targets. • Analyzes existing and potential volumes of distributors and retailers in the assigned territory to focus sales efforts. New Account Business • Collaborates with RSM and TSMs to identify and pursue strategic sales leads. • Collaborates with TSMs in qualifying new business opportunities to ensure alignment with Petcurean's market strategy. Distributor Management Under the Regional Sales Manager's strategic distributor direction, the Senior TSM will pro-actively assist in managing the ongoing operations of distribution partners within the Quebec region: • Maintain a monthly face to face meeting schedule with key distributor stakeholders to ensure Petcurean objectives are achieved • Collaborates to implement and communicate planned monthly promotional activities to key stakeholders at distribution (purchasers, marketing, sales teams). • Collaborates with internal stakeholders on Quebec-specific needs (translations, promotional materials, distributor events). • Analyzes Business Development Fund (BDF) spend opportunities with RSM. • Recommends new products, features, and benefits to the distributor (inside/outside sales teams). • Maintains accurate and updated price lists and new item codes, and communicates them to the field as needed. • Maintains inventory monitoring at distribution to ensure proper rotation and minimize outdated product. Administration • Manages effective ROTI for time and money spend in market • Maintains timely submission of charge-backs and promotional spend tracking • Abide by Finance policies – submitting receipts on-time. • Providing timely and regular updates through ongoing performance management • Develop accurate forecasting and maintains tracking against forecast and goals – for all aspects of this role Here are some of the skills we are looking for our next Senior Territory Sales Manager to bring to the team: • Passionate about Petcurean's ultimate promise of putting pets first. • Eager to learn the detailed ins and outs of pet nutrition and becoming a go-to person for territory inquiries. • Recognized as an exceptional team player, who is self-directed and approachable. • Proficient with Microsoft Office Suite: Excel, Word, PowerPoint, Outlook. • Proven ability to effectively negotiate and open new doors. • Strong, confident, and competent communicator (both oral and written). • Exceptional communication skills that build relationships with team members, managers, and customers. • Ability to tailor communication styles depending on the audience. • Ability to articulate concise messaging to ensure all agencies and stakeholders are aligned and heading in the right direction. Are you our next Senior Territory Sales Manager? Here are some of our must-haves: • A degree in Business or Marketing is considered an asset. • 5+ years of sales experience in a structured outside/field sales role or equivalent experience conducting inside sales/customer service within a similar industry/environment. • Bi-lingual in French and English – both written and verbally. • Experience creating and presenting engaging, professional proposals to both internal and external stakeholders. • Expert-level industry knowledge, understanding pain points and how to overcome obstacles. • A valid driver's license and passport. • Appropriate home office space to effectively work from home. What's in it for you? • Flexible work environment. • Take advantage of the financial resources strategically allocated to empower your career progression through personalized Professional Development avenues. • Staff Feeds program! Each month, Petcurean employees are eligible to submit an order for Petcurean products to feed the furry friends in your life. • Annual volunteer hours so you can give back to the causes that mean the most to you. • Comprehensive Benefits package. • Employee Assistance Program. About Us We are in the business of putting pet's first, through formulating superior-quality and nutritionally balanced recipes that give dogs and cats happier, healthier, and longer lives. Founded in 1999, as a local BC company, Petcurean has evolved to become a globally trusted brand of premium quality pet foods. Our recipes are sold in pet speciality stores across North America, and in over 30 countries around the world. Behind our success are our people that never waver from our brand's ultimate mission of putting pets first. Our People make us who we are and represent the true heart and soul of Petcurean. Equal Opportunity Statement Petcurean is an equal-opportunity employer. We are committed to providing an inclusive and welcoming environment for all employees, candidates, and clients. We do not discriminate on the basis of race, color, religion, national origin, gender, sexual orientation, age, marital status, or disability status. Diversity and inclusion are core values at Petcurean, and we actively encourage candidates from all backgrounds to apply for this position. We would like to thank all applicants for their interest; however only those candidates selected for an interview will be contacted.