Sales And Education Manager - Encan

Position: SALES AND EDUCATION MANAGER - ENCAN
Location: Quebec City

** GENERAL MISSION OF

THE ROLE **:

Manage, animate, 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                                                                              
** PRINCIPAL MISSIONS
** 2.1      Develop and expand sales performance of the region’s invoiced sales and market share growth:
* Set provincial sales targets and territorial sales rep objectives as required
* Forecast monthly estimates and comment on the results/risks vs objectives
* 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.
2.2      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.
2.3     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.
2.4     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.
2.6     Maintain strong working relationships…