Director of Sales

Maple Leaf

(Mississauga, Ontario)
Full Time Travel Required
Job Posting Details
About Maple Leaf
Maple Leaf Foods is Canada’s leading consumer packaged meats company, headquartered in Toronto, Ontario. We make high-quality, great tasting, nutritious and innovative food products under leading brands including Maple Leaf®, Maple Leaf Prime®, Maple Leaf Natural Selections®, Schneiders®, Schneiders Country Naturals® and Mina™. Our Company employs approximately 11,000 people in its operations across Canada and exports to more than 20 global markets including the U.S. and Asia.
Summary
A champion and advocate for MLF and customer(s). Responsible for managing sales team activities for one or more customers of regional and/or strategic significance with emphasis on profitable growth through business development.
Responsibilities
* Set direction, performance objectives, provide feedback and make key business decisions for customer/regional sales team * Hires, develops and appraises staff * Plan account strategies and work with customer team(s) to develop sales plans and objectives (i.e., volume, GP, trade spending, promotional plans, business development plans, market penetration) * Develop a deep understand of the customer’s strategy and build strong relationships with customer(s) at senior levels * Maintain a strong customer interface strategy with customer and lead value creation initiatives for customer * Maximize sales volume and GP * Manage and improve the complete sales process including customer relationship management, price negotiations, Sales Planning, Customer Category Management etc. * Demonstrate strong knowledge and expertise in products and category management * Recognize total cost reduction opportunities, presenting the customer with solutions and quantifying results * Regular and frequent contact with customers and internal staff in marketing, category management, finance, supply chain and other functional departments as required * Builds and maintains knowledge base of competitors and consumer/customer trends in the marketplace/industry, integrating this information into strategic recommendations * Local travel required on a regular weekly basis and some overnight travel required
Ideal Candidate
**Education, Experience & Competency Requirements:** * 10+ years sales experience preferred * University Degree – Business Education preferred **Required Competencies:** Business Acumen * Consistency in delivering results focusing on overall profitability. * Has strong industry knowledge and contacts and leverages them to drive improved results. * Has strong understanding of markets and competition and leverages it to drive better results. Strategic Capability/Problem Solving * Ability to translate broad strategy into a meaningful and explicit action plan to execute and achieve a goal. * Able to manage and simplify complexity to develop executable solutions. * Leverages cross-functional resources (dedicated and shared) as well as team to identify and solve strategic issues. Communication * Ability to clearly express ideas and concepts to ensure an executable plan is in place. * Synthesize complex data, insights and inferences into a coherent and logical chain that others can execute on. Negotiation Skills * Strong negotiation skills including listening, probing, identifying interests, and mutually solving problems. * Can deliver and stick to a tough message when required. * Effectively reads and adapts to different personality types to maximize value out of negotiations. * Has the fortitude to “hang in there” on strategic issues that may draw out over a long period of time. * Clearly identifies what they want out of a negotiation and finds creative and profit-creating ways of achieving that outcome. Analytical/Process Orientation * Fact based selling – Uses market and sales data (AC Neilsen, Homescan, Market Trade and Channel Watch) to develop actionable fact-based plans and executes those plans. * Ability to interpret financial data and makes decisions with the data to positively and measurably affect GP. * Uses ROI as the primary decision point around trade spend and pricing to ensure growth in profit. * Ability to reduce complexity and the ability to manage through complex problems. Leverage Relationships * Building influence and credibility with internal and external customers and cross functional resources. * Can nurture and develop a team to drive strong performance and results. * Trains others to be self sufficient to have the ability to make decisions that impact business results. * Blends people into teams when needed to solve complex business issues or problems. * Get things done by building and leveraging cross functional relationships. * Knows how to influence at all levels of an organization to get things done. Customer Focus * Can formulate and deliver proposals to solve issues. * Is dedicated to meeting the expectations and requirements of internal and external customers in a timely and responsive manner. * Builds and nurtures high quality customer relationships based on mutual respect **Position Outcomes:** * Meet or exceed plans/targets * Strengthen customer relationship * Ambassador for MLF * High performing team

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