As a leading global innovation service provider in the specialty chemicals and food ingredients industry, we are committed to creating value for principals and customers while providing a great work environment and career opportunities.
Azelis has 4,200+ employees across 65 countries worldwide. We work with around 2,800 principals to provide a diverse range of innovative products/services to 63,000+ customers.
Our industry-dedicated sales teams have specialist product and application knowledge, combined with business know-how, enabling us to add value to all business relationships.
Job description:
Purpose
The Sales Manager will be responsible for the overall growth and maintenance of the Company’s sales and profitability as it relates to the annual sales and profit budget. Duties will include the design and development of a comprehensive business plan outlining the strategic and tactical measures necessary to penetrate and grow the Company’s sales and to motivate, train, and manage the Sales Team. The Sales Manager will continually monitor and work closely with key suppliers to ensure the organization has the necessary product portfolios and competitiveness to meet the annual sales budget goals. It is the responsibility of the Sales Manager to maintain a deep understanding of the Company’s target markets including, but not limited to, market intelligence, trends, needs and opportunities as they relate to the Company’s current and new product and service offerings and to foster sales growth through the careful coordination of the Account Management team.
Job Responsibilities and Essential Duties
Strategic Planning & Market Development
- Annually develop and submit a sales budget that is developed from existing sales, existing opportunity pipeline activity, and future opportunity pipeline build
- Annually execute against the Annual Sales & Expense Budgets
- Develop, fine-tune and execute a short (1-2 year), mid-term (3-4 year) and long-term (5 year) sales growth strategy to grow top line and bottom-line revenue with clear deliverables and milestones that will be input into the Company’s strategic and operating plans
- Be responsible for developing and implementing strategic and tactical sales strategies designed to increase the Company’s sales volume and profitability within key targeted markets
- Identify attractive growth opportunities to further expand and segment the business
- Analyze sales results, market share, competitive activity, and customer trends so as to better utilize the sales organization to meet the annual sales budget goals
- Initiate product line diversification strategies that address current and future product needs relative to trends, market analysis and customer requirements
- Evaluate supplier’s capability of meeting these needs and acquiring new product lines necessary to meet the organization’s product portfolio requirements
- Execute strategic initiatives and plans
Sales & Opportunity Development
- Consistently identify new and creative sales approaches/programs based on a thorough knowledge of market trends, customer’s product needs, pricing concerns, and competitive activity, and provide the necessary training to implement these programs
- Conduct a monthly review with sales team opportunity development to ensure proper balance of growth opportunities across the Company’s strategic suppliers
- Work with the sales team to develop and implement account strategies to ensure maximum sales penetration and optimum profit position within new and established accounts
- Assist the sales team in the development of individual account strategies
- Advise and communicate opinions as they relate to the relevance of the opportunity pipeline in order to ensure products chosen are the best option given the Company’s current product offerings
- Assist in the advancement of the sales team’s pipeline opportunities by means of the use of joint calls/customer teleconference or any other method deemed appropriate to advance and improve the close rate/cycle
- Ensure the Account Managers are maintaining their CRM relative to call reports and pipeline management
Marketing Activities
- Assist in the recommendation and development of the companies e-blast activity and other promotional activities that are intended to generate leads/opportunities for the sales team
- Develop and communicate product strategies as they relate to the Company’s marketing efforts for the purpose of creating leads and opportunities for the sales team.
- Recommend, assist, and attend appropriate tradeshows, association meetings and ensure the proper and appropriate representation of the Company.
- Prepare and present presentations at customer sites
Professional Development of and Management of the Team
- Motivate, train, and manage the sales team
- Assess and evaluate the need for additional sales personnel and/or changes in responsibilities of those currently employed in sales positions
- Develop employees through the effective use of performance reviews
- Be responsible for continuously increasing the Company’s understanding of its current product offerings to ensure the successful growth and maintenance of said product lines
- Ensure the sales development and technical training of the sales team by means of planned and scheduled product line training and/or coordination of training by the Company’s strategic suppliers, as well as scheduling outside training where appropriate.
- Coordinate training sessions, as requested by the Company’s strategic suppliers
- Be responsible for the technical education development of the sales team by means of planned and scheduled product line training and/or coordination of training by the Company’s strategic suppliers
- Develop and institute administrative policies for the sales team such as written reports and documentation evidencing account activity, contacts made, follow-up steps planned, and explanation of sales variances where appropriate
Supplier Relations/New Supplier Development
- Monitor the opportunity pipeline development of the strategic suppliers to ensure proper execution of revenue growth as determined in quarterly supplier meetings
- Review, monitor and ensure the appropriate opportunity pipeline development of key supplier product lines as discussed and planned with suppliers
- Actively and aggressively communicate opinions regarding new product/supplier opportunities due to a deep understanding of the current market trends/opportunities
- Effectively develop, prepare and present reports and other supplier requested presentations to subject suppliers
Other Responsibilities Include (but are not limited to)
- Understand and adhere to the Company’s business management system related to department procedures and policies
Qualifications
- Education level BA or MBA
- 5 years' experience in Food & Nutrition
- A record of accomplishment generating business from both established and new accounts and evidenced ability to develop positive customer relationships
- A team builder with at least five years of experience managing a professional sales team
- Ability to negotiate while maintaining positive interpersonal relationships
- Active participation in all appropriate industry associations
- Broad vendor, industry and customer exposure and knowledge
- Representation of the Company in industry and professional activities, such as trade shows, seminars, etc.
- Representation of the Company with the utmost integrity and in a highly professional and polished manner to include proper dress and conduct
- Thorough understanding of the typical selling process
Computer Skills
- Working knowledge of PC-based computers and server-based networks.
- Working knowledge of MS Word, Excel and PowerPoint.
- ERP and CRM experience
Travel
- Overnight travel as necessary or required up to 50% of the time
- Travel to trade shows and sales meetings
Salary Range
- $100K-$130K CAD
Disclosure Requirements
- Artificial Intelligence is not used to screen, assess or select applicants
- The posting is for an existing vacancy
