Job Description

About Us The Lamb Company is a farmer owned cooperative that has been in business for over 50 years. We are a leading North American supplier of premium imported beef and lamb brands and specialty meats to the top retail and food service customers. We pride ourselves on the highest safety and quality standards and offer products that are traceable from Pasture to Plate.TM
About You Do you have fresh, frozen, or further processed meat industry sales experience across national grocery retailers and food service companies? Are you adept at setting sales strategy, relationship building, people management, forecasting, demand planning and selling high volume, high value private label and branded products? Do you thrive in a dynamic work environment?
Then read on to learn about our new opportunity in Etobicoke for Sales Director, Eastern Canada. This role will appeal to people who have a strong work ethic, great communication skills, computer proficiency and take pride in doing a good job and leading successful teams. This role has a clear succession plan to become the VP Sales, Canada.
Position Overview Reporting to the VP Sales, Canada, the Sales Director is responsible for the Company\xe2\x80\x99s sales, sales promotion, market development, and customer service activities for Eastern Canada. This role is responsible for providing leadership, developing and implementing sales strategy, and monitoring, analyzing, and achieving retail and food service sales goals as measured against agreed to plan with the goal of achieving and maximizing short and long-term margin, volume, and market retention/penetration goals for the Company\xe2\x80\x99s product lines including a special focus on case ready and value added offerings. The Sales Director works closely with the North American sales and marketing teams to meet Shareholder expectations in terms of growth, returns, customer service and Company values while maintaining certainty of supply of The Lamb Company product to all customers in the region. This position also works closely with the Plant Manager to ensure accurate planning for production and customer fulfillment. Works closely with the Procurement team, Logistics team and the Finance team. There are 3 direct reports.
Major Responsibilities

• Sales Strategy: Together with the VP Sales, Canada and other members of the sales team, and Marketing & Social Media Manager, researches and develops annual and longer term strategies and plans, identifying opportunities for better serving existing retail and food service customers and fulfilling new customer needs in the region.

• Sales, Marketing & Procurement Plans: In conjunction with the VP Sales, Canada, and working closely with other team members, develops an annual sales plan and where appropriate, long term marketing plans. Leads the preparation of all sales operational plans, including sales business plans and budgets, ensuring that they are complete, align with the objectives of the organization, and adhere to statutory requirements and are completed on time. Manage full sales cycle from prospect through to product implementation. Coordinates the planning, development, issuance and delivery of company promotional and sales communications materials ensuring that local requirements around language and messaging are respected. Working closely with the Canadian procurement team, reviews and confirms monthly and seasonal inventory replenishment orders in line with the annual sales plan and shifting customer demand. Keeps VP Sales, Canada and procurement team aware of any planned and new feature/ad activity that will require additional product. Additionally, keeps VP Sales, Canada current on matters of importance for the organization and reports on and recommends solutions to resolve variations to budget in sales performance.

• Leadership: Leads, manages and motivates a highly effective team that is focused on meeting or exceeding individual and organization performance targets. Ensures that the sales organization is fully staffed, trained on and understanding of business goals, needs, and direction; establishes and implements KPIs for all direct reports; monitors and manages direct report performance and overall regional performance; and plans and manages performance in collaboration with direct reports to ensure achievement of departmental and individual KPIs. Ensures the sales organization maintains robust reporting systems.

• Customer & Distribution Relationship Management: Maintains and strengthens mutually beneficial, profitable, effective and enduring customer relationships with superior communications, programs and distribution strategies for strategic and exclusive/primary supply contracts with major retail and food service users. In accordance with the strategic objectives of the organization, identifies prospective customers and distribution channels and actively develops relationships with the view to convert into profitable and sustainable business. Directly manages major and critical developing customer accounts. Maintains continuous contact with designated clients at both the buying and senior management levels and regular contact with select industry counterparts and intercompany peers.

• Product Availability & Distributor Relations: In accordance with the strategic objectives of the organization, has regular contact with the Supply Chain Programme Director and periodic contact with various product suppliers\xe2\x80\x99 marketing personnel as well as with regional cold store personnel. Provides guidance to Supply Chain Programme Director on planned promotions and forecasted demand. Oversees and coordinates the channels of distribution in the region in conjunction with Transportation and Logistics team to ensure timely, reliable deliveries of customer orders. Monitors stocks on hand in regional storage centers maintaining proper inventory levels within corporate guidelines and ensuring proper product rotation.

• Performance Effectiveness: Ensures that the Sales team achieves all financial, customer, product, and business goals in the designated market and in every product line on a monthly, quarterly and annual basis. Reviews and monitors accounts receivables for the region and designated customers, ensuring prompt payments are received so as to reduce Company exposure to bad debts and to improve cash flow. Prepares monthly territory reports and general comments on customer\xe2\x80\x99s products versus plan and market activity on a timely basis. Ensures that the VP Sales, Canada is kept informed of all pertinent developments risks, opportunities, and information relating to designated market. In conjunction with the VP Sales, Canada, prepares and undertakes professional development and prepares and supports professional development activities for the team.

• Business Development: Identifies and considers opportunities for business growth and development. Works with the team to identify and execute new retail product opportunities.

Maintains a network of influencers, stakeholders, and others who may assist in the identification, analysis, validation, and conversion of business opportunities. Makes recommendations where appropriate to pursue and convert such opportunities. Maintains a solid market intelligence network to keep abreast of competitive activities and customer developments and to safeguard the company\xe2\x80\x99s financial and volume interests.
Success Measures

• All brands and sales achieve market share, volume, profit contributions, revenue and accounts receivable objectives on a monthly, quarterly and an annual basis, for the region
• Supply of product, within the Company\xe2\x80\x99s approved procurement programmes meets at all times and throughout the region, customer supply needs
• Retention and growth in client base meets plan objectives
• Client satisfaction and loyalty survey scores meet survey objectives and key clients meet or exceed same
• Regretted employee turnover continues to be minimal and employee engagement and productivity is at or above goal
• Value added sales targets are met

Qualifications & Considerations for the Position

• College degree or equivalent
• 15 years\xe2\x80\x99 experience as a Senior Sales Manager developing and implementing sales strategy in a sizeable North American or Global Food Services Industry manufacturer and distributor where international supply and distribution expertise is key
• Previous experience in retail fresh and frozen protein sales, preferably beef, and previous experience selling to major retailers, such as Metro, Loblaws, Costco or Walmart. Food Service experience with Gordon Food Service and Sysco, an asset
• Understanding of case ready retail ready further processed meat processing capabilities
• Previous attribute-based selling style in the grass fed protein market, an asset
• Demonstrated skills in strategic demand planning and execution. Displays strong commercial acumen. Analyses key drivers, opportunities, and competitive advantages to develop and execute on strategies to benefit the Company\xe2\x80\x99s business. Has been able to develop and convert strategic business relationships into valuable business. High degree of expertise in contract negotiation, structuring, setting, and managing sales quota and revenue goals
• Understands and has appropriate relationships and a track record of securing supply to ensure fulfillment of customer needs
• Proven ability to plan marketing strategy and promotional and advertising campaigns, across all media and platforms
• Outstanding customer service, interpersonal and communication skills
• Demonstrates professionalism throughout the organization and is a credible and trustworthy person who holds the respect and loyalty of all stakeholders; has tenacity in pursuing goals and ensures that personal goals align with and contribute to attainment of Company goals.
• Is open to and accepts taking on such responsibilities as assigned by the VP Sales for Canada to support achievement of annual and strategic business goals
• Results driven and able to effectively handle the high stress, time and travel demands that come with responsibility as Sales Director for the Lamb Company\xe2\x80\x99s operations in Eastern Canada
• Must have strong MS Office skills and ERP software knowledge

To learn more about our Company, go to www.thelambcompany.com
Only qualified candidates will be contacted for an interview.
NOTE: As an essential services employer, we require all workers to be fully vaccinated against COVID-19.
The Lamb Company is committed to providing an accessible and barrier-free environment. Accommodations are available on request for candidates throughout the selection process. Please contact Human Resources if accommodation is required.