Regional Sales Manager Ontario


The Regional Sales Manager is responsible for maximizing market share, volume, and distribution across Ontario. The role includes the oversight of a team of Territory Managers in Ontario, gaining brand distribution, implementing, and executing trade programs, and educating retail store owners, managers, staff and external stakeholders on the company brand and our products. The development of building strong business relationships with Key Partners, including both direct wholesale distributors and key retail accounts, and ensuring the visibility, brand awareness and education of the company’s suite of brands will be critical for success.

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  • Manage and direct all sales efforts for accounts throughout the province
  • Develop strong, long-term relationships with key accounts and other regional stakeholders as assigned to maintain a strong sales track record in driving revenue, achieving growth and building customer relationships.
  • Develop promotional plans, campaigns, and educational initiatives to generate brand awareness and community engagement
  • Implement, track, and achieve Key Performance Indicator targets on sales volumes, distribution, market share, placement & visibility, and retailer engagement & visitation.
  • Prepare and present sales reports to track leads and execute follow ups
  • Negotiate and activate merchandising and distribution programs for retail partners and find unique opportunities to promote the company’s suite of brands within the applicable regulatory framework.
  • Conduct in-store education sessions for staff and consumers to introduce products, features and benefits
  • Troubleshoot and report back any concerns or issues with our products gained from stakeholder engagement.
  • Use best practices for route planning, call frequency and tracking performance.
  • Prepare and submit weekly reporting to commercial team summarizing weekly results.
  • Analyze sales activities, market conditions and competitive pricing to meet company objectives.
  • Update CRM with client interactions, needs and sales orders
  • In collaboration with Marketing, utilize social media to interact with retailers and consumers to promote our brands in a compliant manner based on provincial and federal regulations
  • Represent the company as the product expert by attending facility tours, provincial and regional trade shows, and other events across Canada
  • Supporting the Director, National Sales with special projects/tasks outside of regular responsibilities as required

Team Leadership & Supervision:

  • Managing team of up to 8 Territory Managers
  • Assist in training of new and existing employees
  • Conducting regular field “ride-alongs” with ON Territory Managers
  • In collaboration with the Commercial Senior Leadership, create and deliver performance targets and evaluations, including providing regular and consistent feedback to the Territory Manager.
  • Delivering constructive coaching and feedback on performance to staff in a timely and appropriate manner
  • Ensuring coachings delivered to staff are reported to the Director, National Sales as soon as reasonably possible
  • Respect and maintain confidentiality of private conversations with employees
  • Assisting in providing feedback for, and in the delivery of, CIG’s Performance Appraisal System
  • Contribute to a healthy and positive work environment

Must Have:

  • Bachelor’s degree in commerce or related field or a demonstrated equivalent of training and experience
  • Minimum 3-4 years’ experience in a Sales Representative/Territory Manager or Account Management role preferably in a regulated/restricted category such as cannabis, alcohol, tobacco, or pharma
  • 2+ years in a management position, preferably managing remote teams
  • Advanced computer skills, including proficiency in Excel and MS Office, CRM, other sales platforms.
  • Exceptional cannabis product knowledge and passion for the industry
  • Strong understanding of market dynamics and regulations.
  • Knowledge of retail and/or wholesale sales principles, methods, practices, and techniques
  • Exceptional presentation, communication, negotiation, and relationship-building skills to build and maintain lasting relationships with stakeholders
  • Ability to work collaboratively with cross-functional teams.
  • Analytical mindset with the ability to interpret data and make data-driven decisions.
  • Proactive, self-motivated, and results oriented.
  • Driver’s license and access to a safe, reliable vehicle (company will pay monthly vehicle allowance)
  • Criminal background check and good credit standing (must have a credit card for business travel)

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