Sales/ Market Manager

Job Title: Sales / New Business Manager

The Sales Lead for the North Americas is a critical position. This role is accountable for leading and executing our retail and revenue growth strategy, and ensuring best-in-class retail and distributor partners relationship management across all channels within the North America. This individual will manage our US Sales Operations and Broker and work closely with our Marketing and new product development team, to develop customized programs to drive sales performance. In this role, you will be instrumental in the private label and brand’s overall success at retail, executing flawlessly and helping to aggressively grow our market share via existing and new distribution channels.

Key responsibilities are as follows:

Revenue Growth

• Manage all retailer and distributor accounts within the North Americas, focusing on their retail sales growth, our revenue growth, sales operations, demand planning, forecasting and promotional planning.

• Maintain continuous communication with retailers and distributors, ensuring best in class relationship management and customer service with key head office and regional/country levels.

• Develop and execute effective strategic plans and programs to drive retail sales and meet our annual revenue and profitability goals.

• Develop and refine product forecasting in partnership with Demand Planning, Marketing and retailer buying/planning teams.

• Lead go-to-market execution in partnership with Digital, Marketing and Retailers on programs, such as merchandising and sampling.

• Partner with Marketing to develop retailer market and strategy meeting presentations to maximize retail sales, our revenue and exposure our brand

• Partner with retailers’ and distributors’ planning offices to ensure that inventory management is aligned with retail and revenue expectations and results

• Manage/lead merchandising updates as needed, collaborating with internal and retail partners to ensure compelling execution.

Business Development

• Lead business development opportunities within the North Americas and be an integral part of the Company’s overall business development/sales growth strategy.

• Develop and execute new business prospecting path to develop pipeline of new retailers.

• Vet and onboard new accounts and partnership opportunities within the North Americas.

• Develop and maintain solid relationships with key stakeholders at partners

Sales Operations Leadership

• Ensure that forecasting of replenishment orders, new products, and seasonal launches is accurate and based on retail data and other analytics.

• Ensure that the PO intake/processing and returns/discount requests are managed effectively, partnering with operations, logistics, and finance.

• Partner with Finance on any overdue invoice payment collection.

• Lead the management of relevant sales documentation, including assortment grids, chargebacks, POs, pricing lists, sell sheets, vendor agreements and other forms and ensure that this information is accurate and up-to-date at all times with our retail partners.

• Ensure that the new item set up process is timely and effective, ensuring forms and assets are delivered on time.

Sales Leadership

• Lead and manage our US sales team/ broker and ensure flawless execution of store gratis and retailer gratis.

• Implement an effective sales performance management model to ensure that the Sales and broker team are clear on revenue objectives and are focused on meeting or exceeding those objectives.

• Lead weekly calls to understand and drive sales performance, implement best practices and remove obstacles.

• Maintain constant communication with broker team to ensure cohesion and strong communication flow between broker and internal partners.

• Recruit, train, develop and manage Sales team with minimal turnover

Analytics

• Develop annual retail, revenue, and expense budgets by retailer, country, and/or region and reforecast by month or as needed.

• Develop ROI model in partnership with Finance to analyze performance of products/campaigns/launches at key retailers.

• Create data-driven results feedback mechanism to communicate results, insights and future tests to cross-functional partners in Marketing and Digital.

• Regularly report out sales performance and key drivers of performance in partnership with the company Finance.

• Partner with Finance and Operations to reconcile sales, returns and other financial measures.

Professional Skills and Experience

• Proven track record in sales leadership and execution of growth strategy and plans

• 10-15 years total experience in sales, preferably in medical device

• Experience building, mentoring, and managing a team

• Deep knowledge of retailer and distributor best practices including marketing, logistics and operations.

• Strong leadership, team building and interpersonal skills to build successful relationships with both internal and external teams

• Strong influence skills and experience working with founder-led teams

• Ability to manage budgets and develop analytics to understand performance/ROI

• Excellent verbal, interpersonal and written communication skills

• Excellent results orientation

• Ability to work in fast faced, flexible start-up environment

• Bachelor’s degree required and MBA preferable

Required Leadership Behaviors

• Growth mind-set and a bias for action

• Ability to challenge established norms in a constructive way and drive change

• Experience working effectively in cross functional teams

• Ability to influence senior stake holders

• Collaborative, respectful and professional attitude

• Must be a resourceful self-starter

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• Day shift
• Evening shift

Work Location: In person