Job Overview:

This role is responsible to drive Retail Execution Excellence as part of UNFI Canada’s FUEL the FUTURE strategy.

This position will have responsibility for taking and upselling store level orders at UNFI Canada’s DSD customers in all classes of trade (Chains, Independents) within assigned area. It oversees all sales-related requirements within designated territory to ensure the smooth execution of customer sales initiatives and seamless execution of core sales priorities and brand transfers.

Job Responsibilities:

Driving Results & Territory Management:

• Responsible for delivering a defined, annual sales budget within an assigned territory of retail stores through regular call cycle management as well as planned and ad hoc selling opportunities.
• Assigned area is managed as Inside Sales Representative – establishing regular cadence of communication with customers via phone, email (finding best fit to suit customer needs).
• Ensures accounts are serviced in accordance with Company standards.
• Establish and cultivate relationships with customers and supplier partners alike, by developing a clear understanding of their focus and needs, participating in collaborative problem solving, identifying growth opportunities, and independently improving service.
• Prioritize and manage regular call cycle cadence to plan selling initiatives in accordance with established shipping schedule.
• Secure and increase distribution through innovation and new item listings, garnering sufficient trade support for brands, as well as by executing brand transfers and quarterly priorities.
• Drive sales growth with monthly promotions, seasonal pre-books, and Direct Sales Delivery (DSD) order placement.
• Regularly participate in team meetings and corporate meetings to cultivate cross-functional relationships and resources to assist with selling opportunities and mitigate risk swiftly.
• Actively participate in monthly scheduled webinars with key vendors and brokers in order drive growth, execute speed to market or leverage any promotion.
• Provide insights garnered from assigned territory and knowledge of competitive factors.
• Prospect new accounts should there be capacity to cover and is aligned with our corporate coverage principles (collectively reviewed and aligned on with direct manager).
• Travel to and actively participate in industry tradeshows.

Goals/KPI Tracking/Training:

• Establish clear understanding of key performance metrics, dashboards, and scorecards to evaluate and deliver against budget while mitigating any potential risks (reviewed with direct manager)
• Collaborate with KAMs/KAAs/SRM/Vendors/Brokers to ensure clear communication against priorities and garner support where required.
• Participate in self-appraisal for Performance Review (led by direct manager)
• Actively participate in corporate training as required.

Reporting and Account Management Support:

• Coordinates the administrative implementation and communication of new product listings, discontinued products and pack size changes, including filling out customer forms and/or online portal entry.
• Maintains authorized listing base materials including adding and deleting products or information as necessary.
• Collaborates with Key Account Manager(s) to follow up on exception reports generated with orders, including resolving issues around ordered products that are discontinued, Not Authorized, Not on Bid, Invalid UPC, etc.
• Works to review price changes or updates as necessary including communicating to Pricing Team for execution.
• Coordinates and communicates holiday closures and updated schedules to corresponding customer team for proper planning.
• Prepares and works through customer-specific project work or ad hoc assignments and requests as required.
• Actively participates in team meetings and discussions.

Qualifications:

Education/Certification:

• Post Secondary Education and/or equivalent related sales experience

Experience:

• Minimum 2 years of industry-related sales experience
• Previous experience in a cold-calling sales role

Knowledge, Skills, and Abilities:

• Bilingual in both English and French (oral/written).
• Knowledge of the industry.
• Strong communication interpersonal and public relations skills.
• Excellent written (emails) & verbal (telephone and video conferencing) communication skills.
• Goal oriented, self-starter, competitive spirit, problem solving skills.
• Well organized, driven for results, and able to manage multiple priorities.
• Ability to adapt and pivot to meet and deliver against varying goals.
• Good organizational and problem-solving skills.
• Strong knowledge & experience with Microsoft Office Suite (Excel, Powerpoint, Outlook)
• Capacity to learn and utilize UNFI’s data management systems (e.g., Retalix, Qlikview, etc.)

Additional Requirements:

• Travel to tradeshows/accounts required.
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Incumbent may use calculators, keyboards, telephone, and other office equipment during normal workday.
• Stooping, bending, twisting, and reaching may be required in completion of job duties.
   

Work Environment:  

Remote Role:  

This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office on a regular basis, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager.