Responsible for supervisory accountability of 6-12 Account Executives as well as for supporting development of key customers. This position requires high levels of clear, effective organization and communication and will work closely with the Marketing and leadership teams.
Primary Responsibilities:
The primary intention of this position is to build and maintain a highly effective team of sales professionals that will carry out Friendly Farms (FF) goals including achieving exponential sales growth and excellent brand representation in all California territories. This requires strong strategic sales leadership, decisive personnel selection, and in depth understanding of the CA Cannabis retail markets as well as direct consumers.
The Sales Manager is responsible for providing strategic input from the field to help design Friendly Farms programs and products that will succeed in the marketplace, resulting in successful new products, promotions, and effective education and communication for the FF team, accounts and inevitably to the consumers. Developing the sales team’s skill sets to uphold a level of professionalism, stellar salesmanship, company culture, transparency, accountability, and integrity is critically important. The Sales Manager will work closely with the FF Executive team and the Marketing team to communicate and implement programs/plans to ensure our success in the cannabis marketplace.
- Achieve high growth rates sales goals for the sales team by clearly communicating, coaching and developing the sales team to meet and exceed the assigned objectives.
- Ensure that product distribution, promotional, merchandising, and retail pricing goals are delivered for all territories.
- Recruit, select, hire, train, coach, and develop the sales team through frequent in-field coaching, focused direction, and sharing of best practices among the team members.
- Develop and implement a strategic account coverage plan that ensures we have our best resources responsible for our highest potential customers. Make sure every territory is staffed with an effective sales professional, and is assigned the right number of accounts, volume level, and geography.
- Ensure that administrative duties are met continually including: SOPs, CRM usage, AR processes, and deadlines.
- Understand our retail customer’s needs, and develop the proper plan for each major market to cover the right accounts with either internal or external resources. Make certain that ALL field assigned retail customers are receiving optimal, consistent contact.
- Work with the events/marketing team to develop an in-market training schedule with each FF Account manager.
- Strategically utilize and organize market opportunities such as in store events (demos) and other events to support retail sales activations- with a process in place for metrics, and accountability, as well as top line results reporting to the Executive team.
- Conduct one on one regular weekly calls with each Account Executive to ensure clear communication and accountability.
- Build strong customer relationships to help gain support for our brands, products, programs and people. Make account visits with Account Executives to help build our presence.
- Communicate market conditions and needs to the Executive and the Marketing teams to ensure our programs and plans are competitive, focused, and successful. Actively participate in strategic planning meetings to help drive the process that results in a successful strategy.
- Lead all aspects for regular sales team meetings, including agenda items from other departments and the Executive team to ensure cohesiveness among the company at large. As well as sales focused topics such as trainings, brainstorm sales issues/ideas, and accountability for goals.
Skills & Experience:
- Accountability for achieving results; having integrity and reliability.
- Ability to build and lead a successful sales team with continuous improvement through coaching/development and sharing of best practices.
- Minimum of 2 years outside sales management experience, preferably in the consumable market.
- Provide strategic direction for team.
- Strategic and analytical skills to understand and use sales data, internal sales information, CRM, project management software, and external competitive intelligence to build a winning approach for the sales team and FF internally.
- Ability to communicate in a clear and effective manner, providing encouragement, coaching, and reprimand when necessary to build and elevate sales teams.
- Demonstrated personal initiative, effective planning and organization skills.
- Basic knowledge of Excel, Word and PowerPoint. Ability to understand, generate, and analyze sales reports.
- The ability to travel 50%-60% is required for this position. Expected field travel a minimum of 10 days a month.
Job Type: Full-time
Salary: $65,000.00 to $90,000.00 /year
Experience:
- Consumables Sales: 2 years
Education:
License: