Building a more equitable and delicious food system at Diaspora Co.
Vision:
The Sales Manager will be responsible for leading key accounts and forecasting within Diaspora Co.’s sales team. This role will be responsible for supporting wholesale expansion with a primary focus on grocery and secondary focus on foodservice. The role will also manage company-wide forecasting across all channels, so this role will drive significant impact within our small team.
The primary responsibilities of the Sales Manager are as follows:
1st Main Responsibility:
Account Management to ensure customer accounts are successfully onboarded and supported
Support in defining sales targets, tradespend, and strategies and executing against the same
Collaborate with Operations and Marketing teams to ensure seamless execution of orders and promotion of key moments/accounts
2nd Main Responsibility:
Forecasting across long and short term sales to ensure alignment with supply and production needs across channels
Maintain and communicate around changes in the forecast across the team to inform operational, sales, and marketing decisions
3rd Main Responsibility:
Reporting & Internal System Management to communicate the team’s progress towards sales targets and foster smoother collaboration across the organization
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ESSENTIAL DUTIES AND RESPONSIBILITIES (other duties may be assigned):
Pipeline Management:
Provide ongoing sales support to key accounts
Collaborate with Operations to assess feasibility of potential new accounts (e.g. understanding if we have sufficient supply, marketing/promotional support)
Improve internal systems and processes in support of wholesale sales growth; collaborate on cross-functional SOP
As needed: Support in the creation of sales presentations and supporting materials, support in initial sales conversations
Account Management:
Manage relationships with key accounts and sales infrastructure (distributors, brokers, etc.) to achieve velocity, sales, and growth targets; maintain in-store stock levels; and secure optimal placements
Support in developing and implementing promotional schedules and manage tradespend, by account
Collaborate with Operations to ensure execution and on-time delivery of orders
Collaborate with Community Team on customer/distributor onboarding and customer experience
As needed: Collaborate with Marketing to develop & implement account-level initiatives including merchandising, in-store demos, trade-focused PR, and retailer-specific marketing campaigns, and trade shows
Forecasting:
Work closely with Director of Sales in order to establish high-level sales targets by channel, in line with broader business objectives
Ensure SKU-level sales forecast is regularly updated, with input and support from rest of team to ensure alignment on supply needs across all channels
Regularly share sales forecast with the rest of the team in order to inform functions such as production decisions, sales conversations, and marketing campaigns
Reporting:
Ensure alignment on sales & profitability targets, measure impact of trade promotions, review performance against plan, and forecast future sales
Conduct weekly sales activity and pipeline reporting
Benchmark performance against category and competitors; analyze sales activity and pipeline to identify account-level trends and areas of opportunity