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Territory Sales Manager

Cape Breton, Nova Scotia · Sales

Bimbo Canada is Canada’s largest bakery, operating for more than 100 years. It is a leading producer and distributor of fresh packaged breads and snacks with more than 1,000 products across 18 brands Canadians know and love, like Dempster’s®, Stonemill®, Villaggio®, Vachon® cakes and Takis®. Bimbo Canada is proud to feed Canadian families with safe, high-quality products they can trust made by Canadians, for Canadians at 16 bakeries, 14 distribution centres and 191 depots across the country. Bimbo Canada is a wholly owned subsidiary of Grupo Bimbo, the world’s largest baking company. Together, they are nourishing a better world with delicious baked goods and snacks by building a sustainable, highly-productive and deeply-humane company. We are dedicated to building a diverse workplace that promotes equity and belonging, where all associates can develop and contribute to the transformation of our company, the baking industry and our communities. For more, visit www.bimbocanada.com.

Position Summary

The Market Sales Leader (MSL) is responsible for achieving profitable sales growth, people growth, market share growth, customer relationship and brand health, and return objectives by ensuring critical field sales initiatives are developed, managed and executed effectively in the regional marketplace.

The MSL will lead execution of the sales Direct Store Delivery Excellence (DSDE) Playbook throughout the regional marketplace in service of the Frontline Independent Operators with the objective of driving growth of our people and the business. 

Use the leadership and sales expertise to deliver world-class sales and merchandising, meeting clients’ critical needs and providing nutritious and delicious baked goods and snacks for all Canadians. Take pride in the platform to foster the personal and professional growth of the team within a highly productive and deeply humane purpose.


Key Accountabilities

Mindsets & Behaviors

• Understands, embodies and leads DSDE practices and act upon the vision and values of Bimbo Canada on a daily basis
• Exemplifies the characteristics of Bimbo Canada and its brands and extend those brand values through daily activities and leadership and interactions in the workplace
• Establishes team goals and communicate them to help achieve performance targets
• Fosters an atmosphere of continuous improvement to include the development of self, teams, and work processes
• Embraces the value of constant improvement to take appropriate actions that result in constructive change


Roles & Responsibilities

• Reviews existing business and set goals that incorporate current and new business opportunities to achieve the gold standard
• Communicates plans and conduct reviews quarterly with business partners to identify opportunities and action plans
• Develops core competencies of merchandising and selling for business partners through coaching and consistent performance feedback
• Ensure I/Os maintain compliance to Bimbo Canada's SBT and payment due balances policies
• Support achievement of zero workplace injuries by performing safety observations and executing safety awareness programs
• Creates an engaged, frontline focused sales culture through consistent prioritization of independent operators’ capabilities, needs and business growth
• Ensures the successful completion of Leader Standard Work across the team
• Leads consistent execution of the DSD Excellence world-class sales practices in the market 
• Ensures sales growth and profitability by inspiring sales leaders to achieve world-class merchandising and gold standard practices while building customer relationships that align with planned store level growth goals
• Provides input and support toward marketing initiatives for the region


Selling Capabilities

• Achieves KPIs for territory: revenue, VCM, returns, compliance, store selling and average displays
• Utilizes data tools to analyze business and identify store-level opportunities.
• Utilizes iPad and sales data on a daily basis to drive effective decisions at store 
• Establishes and maintain strong customer relations exceeding customer expectations
• Monitors of results against plan and taking of appropriate actions to achieve objectives
• Shares performance data with store and I/Os


Retail Best Practices

• Consistently following all the steps of store visit and the Golden Path Tour in store
• Utilizes DSDE Shelf Best Practice to ensure adherence to brand and store planograms
• Utilizes DSDE Display Best Practices to drive optimal sales and world-class merchandising presentation
• Creates and acts upon secondary display opportunities within store to meet DSDE Optimal Display Placements


Performance Measures

• Sales vs. plan
• Returns vs. plan
• Delivery of consistent sales execution plans in a territory
• Account development achievement vs. goal (i.e. distribution, promotion, merchandising
• Improve SOP compliance in region
• Report on execution of all promotions and new products to RSL

Key Behavioral Competencies

• Sales Leader Core Competencies:
o Ensures operational capabilities within field sales team
o Empowers and involves field sales team 
o Engages and develops field sales team
o Expects ownership and accountability with field sales team
o Encourages and recognizes field sales team
o Provides vision and champions change
o Leads by example/builds credibility
o Solves problems and makes profitable decisions
o Influences and inspires
• Market Sales Leader Specific Competencies:
o Expands business value/opportunities
o Guides sales opportunity 
o Demonstrates business acumen 
o Aligns performance for success
• Sales Professional Core Competencies:
o Takes Initiative
o Listens Actively
o Plans Mindfully 
o Focuses On The Customer
o Builds Relationships
o Drives Results
o Communicates To Build Trust


Key Experience and Education

Ideal Candidate Will Possess

• Preferred post-secondary education and related experience
• 1-3 years’ sales experience, preferably in a CPG and/or Direct Sales Delivery (DSD) environment
• Demonstrated people and business growth results
• Developed effective sales management accountability system 
• Built commitment and teamwork while maintaining a creative and positive work environment
• Proficient Technology and Computer skills: proficient at Word, PowerPoint and Excel
• Requirements:
o Frequent Walking 
o May require lifting up to 25 pounds

Please note that all applicants that will be considered for this role must be double vaccinated for COVID-19. Successful candidates will also be required to provide proof of their vaccination status during the recruitment process.


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