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UNFI Careers

Sales Manager, Field Sales

129215 Requisition #


This position contributes to the success of UNFI’s Build-Out-The-Store objective by leading a team of Regional field sales representatives with sales responsibility for all UNFI Canada’s DSD volume in all classes of trade. Leads a team of field sales representatives (inside and outside sales reps) who take and upsell store level orders and merchandise products for customers in a fast-paced store environment across Canada.


Leading a High Performing Team

  • Establishes regular cadence of communication with Field Reps to ensure that they are appropriately informed of execution expectations and all policies and programs
  • Responsible for managing and mentoring field sales associates through ongoing coaching and development
  • Coordinates and executes annual performance reviews and quarterly check-ins to ensure ongoing recognition and development opportunities are discussed ongoing and in a timely basis
  • Develops training and onboarding materials for field team to provide clear expectations on deliverables and adherence to UNFI policies and programs
  • Manages and oversees team expenses including pursuing cost saving measures
  • Manages and oversees the usage of equipment and supplies

Delivering Execution Excellence in store

  • Ensure field team is focused on Build Out the Store product priorities through effective leadership and prioritization of projects and initiatives
  • Develop and maintain efficient territory and sales rep route call cycles
  • Support Sales Representative to develop and execute annual customer business plan designed to increase sales and drive growth at targeted planning accounts
  • Execute Key Account plans with field sales team at store level
  • Assist National Field Sales Director with strategic planning including budgeting and sales forecasting
  • Interact with cross functional team members and customers to identify opportunities that will bring value to UNFI
  • Keeps informed regarding the area’s competitive position and competitors’ actions



  • Bachelor degree preferred and/or equivalent related sales experience.

Experience and Knowledge Required:

  • Previous experience leading teams and managing a performance process
  • Previous customer experience in either a field sales or key account sales capacity
  • Working knowledge of retail merchandising and product assortment decision process at store level.

Key Skills and Competencies Required:

  • Strong people leadership skills and track record of building a high performing team
  • Command Skills, Interpersonal Savvy and demonstrated ability to influence others at all levels.
  • Excellent communication, negotiation, and presentation skills
  • Proven track record of meeting and exceeding customer expectations
  • Demonstrated ability to drive new business and close sales
  • Proficiency in the Microsoft Office Suite

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