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WAGE CATEGORY: Exempt
DEPARTMENT: Sales
LOCATION: Burlington, VT
REPORTS TO: Senior Vice President of Sales
DATE/REVISION DATE: December 2, 2008

OVERALL CANDIDATE TRAITS
This candidate is an experienced sales professional interested in utilizing his/her talents and expertise in the development of the leading national U.S. brand of authentic natural household, baby and feminine care products within the conventional grocery, drug, specialty and natural channel in Canada. This candidate will have grown up in the grocery channel working for a large CPG company and then moved to a smaller, more dynamic growth company either in or out of the CPG industry where he / she applied their skills and market knowledge towards the development and growth of this smaller brand / business into category or segment leadership.

Additionally, this candidate must demonstrate their ability to accomplish sales objectives and opportunities through the management and direction of a broker sales organization. This candidate is passionate about their work and possibilities created through a value’s based socially responsible community and business.

POSITION OBJECTIVE
Management, growth and development of the Seventh Generation brand in the conventional grocery, drug, specialty and natural channel within the Canadian market. Specifically the Director of Sales - Canada is responsible for driving customer relationship and brand sales focusing on creation of new customer relationships and development of existing customer’s business. This individual must also have experience in working with a U.S. company in the growth and development of a successful Canadian market entry strategy including the ability to provide guidance across multiple functions (marketing, sales, brand and product) on best practices and unique market characteristics versus the U.S so that the effectiveness of our brand and product initiatives is fully realized.

OVERALL EXPECTATIONS

• Demonstrated ability to competently develop, manage and execute trade funds (minimum $2.0M) including promotion, market development, slotting, account specific marketing and manufacturer charge backs.
• Execution of the Company’s strategic sales plan and pursuits for Canada across the food, drug, specialty and natural channels for both direct customers and through the Company’s broker sales network.
• Demonstrated ability to effectively manage multiple broker sales organizations across multiple channels and customers including conventional grocery (direct, wholesaler and distributor), drug, specialty and natural.
• Demonstrated ability to develop, manage and execute customer sales strategy for achievement of aligned company and customer business objectives (revenue, promotion planning, shelving, merchandising and distribution).
• Achievement of region revenue objectives.
• Achievement of the distribution (ACV) objectives by market and customer.
• Management and development of the Company’s retail brokerage network including:
  • Annual customer and market planning
  • Quarterly progress review of market and customer objectives
  • Regular coordination and execution of product line training and orientation
• In collaboration with the Customer Marketing team, development of customer plans including execution of our promotional strategy and customer specific marketing programs.
• Recommendation and coordination of customer / account specific sales programs based on brand and market objectives and strategy.
• Execution of retail pricing, shelf position and promotional plans.
• Regular retail audits as part of market tours to insure customer and POG compliance.
• Quarterly business reviews with key trading partners including brokers, wholesalers, distributors and direct retailers including; budget performance and corrective action recommendations, promotional planning and analysis, syndicated data review.
• Strong understanding, on-going awareness and education of the Seventh Generation product offerings.
• Strong understanding and working knowledge of category management principles for the product categories in which we participate from a retailer, wholesaler, distributor and competitive perspective.
• Participation in internal committees and key pursuit teams to support Seventh Generations developmental effectiveness.
• Initiate education and dialogue to facilitate Seventh Generation’s Corporate Direction with brokers and retail trading partners.
• Written follow up and communication to broker and retailer trading partners following all planning meetings, presentations, and key interactions.
• Submission of weekly reimbursable expenses as outlined in the Company Handbook.
• Participation in bi-weekly Sales Conference calls.
• Monthly sales activity / business report on the 10th of each month for the previous month activity.
• Attendance at regional and national trade shows.
• Travel a minimum of 60% of the time.

EXPERIENCE

• Previous employment by a U.S. company with Canadian expansion responsibility
• Minimum 15 years experience selling in the conventional grocery, specialty and natural channel.
• Minimum 10 years conventional grocery sales experience at the regional manager level for a branded, value added, CPG Company.
• Minimum 10 years experience in broker, wholesaler, distributor and key account management responsibility.
• Demonstrated record of achievement throughout selling career.
• College graduate.

KEY SKILLS

• Fluent in both English and French
• Exceptional organizational skills
• Strong MS Word, PowerPoint, Excel and Outlook skills
• Exceptional written and interpersonal skills
• Strong leadership skills
• Strong interpersonal relationship skills
• Strong broker management skills
• Creative problem solving
• Understanding and use of category management
• Use of syndicated data sources including IRI and Nielsen

PERSONAL TRAITS

• Shared Values
• Self Motivated
• Well Organized
• Market / Industry Knowledge
• Creativity
• Strong Initiative
• Broker Management Knowledge
• Goal Oriented
• Strong Interpersonal Skills
• Strong Negotiator
• Story Telling
• Strong Follow-up / through

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Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

This job description should not be interpreted to be a complete list of all the duties and responsibilities performed by the jobholder. To maintain organizational flexibility, management has the discretion to add, drop or change at any time the duties, responsibilities and expectations of this job.

This job description does not constitute an offer of employment, continuous employment or an employment contract.

Qualified applicants should send a current resume and cover letter to staffing@seventhgeneration.com.

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