National Sales Manager, Foodservice

Overview

We are looking for an ambitious, results-oriented sales leader who combines strategic thinking with relentless execution.  This individual will be a true business builder, leveraging Dole’s trusted brand equity, fact based selling capabilities, and category leadership approach to accelerate growth across Canada’s foodservice channel. This leader should thrive on finding creative solutions to challenges, to achieve the long-term vision for Dole Canada.

 

The National Sales Manager, Foodservice will play a critical leadership role in developing and accelerating Dole Canada's Foodservice business. Reporting to the Head of Sales, Retail & Foodservice, this position is responsible for identifying new business opportunities, cultivating strategic customer relationships, and managing key national and regional accounts.

 

This role requires a highly commercial leader who can successfully balance business development, account management, forecasting accuracy, profitability management, and strategic planning. The successful candidate will demonstrate the ability to think long-term while delivering immediate results, working cross-functionally to drive profitable growth and strengthen Dole's leadership position within the Canadian marketplace.

This is based remotely in the Toronto area with flexibility to work in our Markham, Ontario office when needed. Responsibilities

Grow and penetrate accounts in the non-commercial & commercial channels to leverage and scale Dole as a tier one supplier both regional and national basis.  Implement a strategic account management focus incorporating fact-based selling, category approach, insights and culinary to key stakeholders that influence GPOs (Group Purchasing Organizations) in the local markets and nationally.

• Develop and present a sales strategy (by promotional activities, innovation, menu planning) to achieve or exceed the objectives of the Food Service business plan.
• Identify opportunities for new business, channels and accounts, then define strategies to penetrate and increase sales. Monitor the negotiated business plans, analyse the results, and recommend any corrective strategies.
• Lead and plan commercial strategies and calendar for the customer and internal stakeholders to support penetration and growth.
• Manage trade spend and optimise profitability for new and existing client/distributor agreements, tenders, and contracts. Negotiate with your client portfolio in accordance with the budget and profitability plan to ensure all business deals are profitable on both sides.
• Develop and lead the Brokers to achieve targets and develop pipeline to ensure strategies are in line to achieve or surpass the Food Service sales objectives and business plan.
• Develop long-term partnerships with targeted accounts that result in increased sales and margins.
• Develop headquarter relationships with key distribution customers including GFS and Sysco.
• Adept at relationship building beyond the buyer and the seller by establishing relationships with stakeholders who have decision making influence.
• Understand forecasting principles to ensure excellence in contract execution to inventory management by communicating to supply chain and customer service.
• Communicate and advise on market information and identifying emerging business opportunities.
• Develop and manage pricing strategies long term / month to month to achieve targeted profit and volumes.
• Work closely with the supply chain, production, and customer service teams to ensure superior customer service levels are maintained.
•  Work with the team to prepare budgets, period reviews and forecasting reports.
• Liaise and collaborate with internal stakeholders (Marketing, Sales, Operations, Quality Control and Finance) to assist in growing the non-commercial channel.
• Other related duties as reasonably assigned, consistent with the scope of the role

Qualifications

Experience, Knowledge, & Skills You Bring:   

• 7-10 years of progressive successful Food Service Sales experience having a renowned track record in national account management, including non-commercial foodservice account or commercial foodservice multi-unit accounts.
• CPG account management is required.
• Experience leading a broker network in Canada, past experience managing Affinity is a plus.
• Exceptional time management, prioritizing and organisational skills to meet deadlines with a strong sense of urgency and a drive for results
• Strong financial and analytical skills with a comprehension of trade, profitability, and forecasting.
• Ability to communicate with senior leadership within Dole and externally with customers.
• Fact based selling approach and exudes confidence in negotiations.
• Strong project management skills
• Proficient in MS office applications

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Demonstrates commitment to inclusion that support employee development and well-being
• Establishes clear expectations and feedback loops, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making
• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• University degree required, preferably in Business (Bachelors or MBA)

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead. These physical requirements are considered essential duties of the role unless otherwise accommodated.

Travel Requirements:

• 30-40% travel is required

This posting represents an existing vacancy.

 

This job description is not intended to be all-inclusive and may be revised as necessary. Nothing in this job description alters the employment relationship or creates a contract of employment.

 

The duties may be modified to accommodate employees with disabilities.

 

FOR JOBS BASED IN ONTARIO:

Hiring Pay Scale: $140,000 to $160,000 CAD

 

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.