Sales & Education Manager

MISSION: Manage, motivate and lead the sales & education team to develop and achieve sales results in accordance with the company’s commercial strategy across the defined geographic region. The Regional Sales & Education Manager serves as the bridge
between commercial strategy and field execution, ensuring regional teams consistently deliver results while developing strong customer partnerships and building future sales capability.

- Sales revenue and volume growth per customer
- Market share growth of the defined region
- Forecast accuracy, risk assessment and sales analytics
- Team engagement, performance and development
- In-store executional excellence and customer service
- Build and execute regional business plans and sales budgets

RESPONSIBILITIES: 
Develop and expand sales performance of the region’s invoiced sales and marketshare growth:
• Set provincial sales targets and territorial sales rep objectives as required
• Forecast monthly estimates and comment on the results/risks vsobjectives
• Analyze the region’s results and propose appropriate action plans.
• Identify actions put in place by the competition, relay this information back to the office and make recommendations to help offset competitor strategy.
• Ensure that the sales objectives of the team previously set by management are met and in compliance with PFDC trade policies.
• Monitor top door performance of the region and identify potential account growth within the banners we work with.
• Keep track of territorial performance and remain prepared for territorial vacancy and recruitment processes.

Prepare a strategy of support for the sales team:
• Regularly analyze and synthesize the detailed results of each representative and the region.
• Regularly conduct individual assessments of each rep’s performance on the field as well as completing mid-year and annual reviews, as outlined by the company policy.
• Establish and implement sales priorities for the field. Ensure all field activities provide maximum productivity and profitability.

Development and coaching of the field sales & education force:
• Regularly comment on the results of the reps and trainer. Be able to relay the goals of the brands, banners and region.
• Implement call cycle plans established by CRM program, verify proper execution in the field.
• Ensure the field maximises capabilities of CRM program and achieves the regional KPI’s outlined by management.
• Regularly provide coaching in field, define points of improvement and put in place an action plans as needed.

Oversee Business Operations with Sales Broker (Western Canada)
• Set strategy and objectives – Define sales priorities, growth targets and account strategies for the broker to execute
• Manage Broker performance – establish KPI’s, monitor sales performance, distribution, merchandizing and sales force execution.
• Forecasting and sales planning – collaborate on sales forecasts, pipeline management and inventory planning
• Coach and support Broker team – coordinate the support of product training, category insights, key priorities, sales tools and feedback to improve execution
• Conduct in collaboration with Commercial Director and Key Accounts regular business reviews, identifying gaps and corrective action plans.
• Cross functional coordination – ensure Broker is aligned with marketing, supply chain, finance, customer service and category management as needed.

Recruitment and Integration:
• Participate in the recruitment and hiring of new sales representatives as required. Ensure integration and training plan is achieved.

Maintain strong working relationships and collaboration with other departments (KAM, Marketing & logisitcs).
• Regularly share information from the field to marketing teams, analyze results of campaigns and provide feedback as needed.
• Maintain strong communication with KAM so that banner activities are executed strongly on the field. Work closely with KAM in key account

Joint Business Planning, sales strategy, opportunities, risks and action plans.
• Keep in close contact with logistics; keep up to date on shipping activities.

Presentation and workshop planning :
• Prepare and animate sales presentations for regional and national sales meetings.
• Organize and prepare sales workshops for the sales force that are designed to motivate and yield progressive results on the field.
• Oversee training/education presentations prepared for the sales meetings and that they align with commercial strategy.

Participate and work with HR department as required. Help identify structural and organizational needs; make recommendations; actively participate in the recruitment of new employees.

Participate in the planning and management of sales force budgets such as but not limited to; regional sales objectives (sell-in/sell-out, training and programs. Ensure profitability and productivity of the project.

• In collaboration with Commercial Director, develop and implement the region’s training strategy for external customers and internal sales reps.
• Manage, develop and engage regional trainer’s activities within the region
• Ensure the training strategy is consistently executed and collaborate with sales, marketing and commercial director to align training and business objectives.
• Ensure consistent implementation of training standards, tools and best practice across the region.
• Collaborate with Sales & Training Activation Specialist to plan seasonal training events and seminars throughout the region. Track training completion KPI’s, compliance and competency metrics.

REQUIREMENTS: 
Education :
• University diploma, preferably dominant in sales and/or business administration

Experience :
• 3 to 5 years experience as a sales manager leading a field sales & education team.
• Experience in consumer goods, pharmacy retail markets an asset

Key competencies :
• Analytical
• Comfortable using multiple dashboards & analytics tools
• Advanced Excel (data handling, reporting, sales analysis, budget planning)
• Intermediate PowerPoint / presentation building capability (turn insights into clear stories)
• Persuation and sales oriented
• Results driven
• Ability to lead a team and accelerate performance
• Strong customer service skills