Director Of Sales - Away From Home, Canada

Smucker Foods of Canada Corp. is a subsidiary of The J.M. Smucker Company. For more than 120 years, The J.M. Smucker Company has brought families together to share memorable meals and moments. Guided by a vision to engage, delight, and inspire consumers through trusted food and beverage brands that bring joy throughout their lives, Smucker has grown to be a well-respected North American marketer and manufacturer with a balanced portfolio of leading and emerging, on-trend brands. In consumer foods and beverages, its brands include Smucker's®, Folgers®, Jif®, Dunkin’ Donuts®, Crisco®, Café Bustelo®, R.W. Knudsen Family®, Sahale Snacks®, Smucker's® Uncrustables®, Robin Hood®, and Bick’s®. In pet food and pet snacks, its brands include Rachael Ray® Nutrish®, Meow Mix®, Milk-Bone®, Kibbles 'n Bits®, Natural Balance®, and Nature’s Recipe®. The Company remains rooted in the Basic Beliefs of Quality, People, Ethics, Growth, and Independence established by its founder and namesake more than a century ago. For more information about our Company, visit jmsmucker.com.

WHY SMUCKER?

In today’s ever-changing CPG industry, The J.M. Smucker Co provides a unique culture of passionate, proud individuals who are motivated to collaborate with one another internally, but still be competitive externally. Our warm, welcoming culture thrives on bringing families together to share memorable meals and moments.

Our hybrid work model allows for an effective balance for all employees. Our facilities provide a sense of community where people will be proud to gather, work, and learn from one another.

Position Title: Director of Sales, Away From Home, Canada

Reports To: Vice President, Sales North America

Location: Markham, Ontario - Hybrid work model

Position Summary

The Sales director responsibilities include developing key growth sales strategies, tactics, and action plans. Successful execution of these strategies is required to achieve your financial targets. The Sales director collaborates cross-functionally to establish sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volumes and profit for existing and new products. The role also implements/executes national sales programs and initiatives by developing national account and field sales action plans.

Sales director duties will include hitting annual targets, building relationships, and understanding operator/distributor trends. This will include the management and execution against strategic categories across the AFH channels to include Healthcare, Hospitality, University, Gaming, Commercial, etc. segments.

Resonant leadership is critical to this role. This includes providing personnel performance planning that includes coaching, training, and development of your JMS teammates in support of meeting JMS volume and profit targets.

Essential Job Functions Summary

• Collaborate with sales team to build and maintain relationships within key customers.
• Develop and execute strategies to drive brand and category growth to exceed sales and profit goals.
• Developing and executing strategic plan to achieve sales targets and expand customer base.
• Manage and lead broker relationship and strategy, including facilitating planning processes and business reviews on behalf of the business, with coordination from others across sales.
• Build, manage and deliver results against Canadian objectives in the AFH Sales space:
• Develop Canadian AFH business plans to deliver / exceed annual sales targets.
• Responsible for achieving Canadian AFH financial results.
• Build and maintain strong, long-lasting customer relationships by influencing key customers and managing everyday business execution.
• Support (3) Region Managers and their teams, (1) National Account Manager, and (1) Business Development Manager to identify and pursue growth opportunities within key markets and customer groups.

• Set long-term (3-5 years) strategic roadmap for Canada.
• Work cross-functionally internally to gain Sales, Marketing, Finance, Revenue Growth Management, Equipment & Service, and Supply Chain support to achieve goals.
• Analyze business to discover new ways to penetrate existing and acquire new business.
• Own Annual customer JBP, quarterly business reviews and other meetings.
• Utilize core business tools/systems such as CRM, Spotfire, and Quick Sight.
• Business Planning and Analyses:
• Own Ad-hoc financial and data analysis, including pre/post event analysis.

• Accelerate Team Performance:
• Receive direction from VP of Sales North America and support from other AFH Sales Leaders on opportunities to improve key customer performance attributes.
• Drive business planning and activation processes working closely with cross-functional business. partners such as Finance, Marketing, RGM, Legal, E&S, Supply Chain, Brokers, etc.
• Lead, coach, train and develop direct reports and team (including brokers).
• Participate and add value in assigned projects.

• Lead, Manage & Measure:
• Set annual Performance Objectives, KPIs, and Scorecards for direct reports.
• Assigned 3rd party vendor relationships, plans, execution, and measurement.
• Own relationships, business plans and scorecards for Canada to deliver AOP.
• Lead annual budget process.

• Managing the Canadian annual budget (review throughout the fiscal year):
• Responsible for profitable qualified asset placements.
• SG&A budget tracking and management.
• Effectively manage company assets and responsible for profitable qualified asset placements.
• Customer Trade and slotting fund spending and other support material/samples.

Qualifications

• Relevant degree, diploma and/or experience required.
• Excellent listening, negotiation, and presentation skills.
• Excellent communication skills (oral and written) and be able to effectively communicate up, down and out effectively both internally and externally, including executive and C-level.
• Act as a role model, share successes/opportunities with team (coaches’ collaboration and teamwork).
• A minimum of 5 years of previous experience leading a sales organization is required. Experience in CPG and AFH food and/or beverage sales or equivalent, i.e., commercial sales, is preferred.
• Must possess strong Microsoft Suites skills and the ability to learn and master company systems (CRM, Spotfire, SharePoint, Workday, Excel, Quick Sights, Hyperion, and others).
• Create business plans and sales initiatives, then execute against those plans within the team and broker organizations down to the customer level.
• Ability to travel up to 40% of work schedule or as required.
• Ability to identify and assess individual and team skill set development opportunity.
• Excellent collaboration and interpersonal skills – able to develop and foster relationships both internally and externally to drive JMS/ SBA focus.
• Strong business acumen to understand business models, financial information and implications, operating business practices, existing market, and customer dynamics, convert data and observations to insights and opportunities.
• Excellent resonant leadership skills and team player exceling at collaborating, supporting others, creating, and sustaining a winning team environment.
• Possesses experience and understanding of AFH Supply Chain customer’s business acumen- operations, customer logistics and financial implications that support a CPG manufacturers' ability to successfully implement within the AFH industry. Can convert data and observations to insights that lead to opportunity development (insights, action, and results).

Smucker Foods of Canada Corp. values diversity in the workplace. We welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Our Company is currently operating under a vaccine mandate. All applicants who apply must be fully vaccinated, meaning you have received a full series of Health Canada approved vaccine or a combination of Health Canada approved vaccines. Proof of vaccine will be required at the time of hire as a condition of employment.

We encourage all qualified candidates to apply, however only those invited for an interview will be contacted.