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TILT - Regional Sales Director

Company: Jimmy Jazz
Location: Taunton
Posted on: April 8, 2021

Job Description:

Headquartered in Phoenix, Arizona, Tilt helps cannabis businesses build brands. Through a portfolio of companies providing technology, hardware, cultivation and production, Tilt services brands and cannabis retailers across 35 states in the U.S., as well as Canada, Israel, Mexico, South America and the European Union. Tilt core businesses include Jupiter Research LLC , a wholly owned subsidiary and leader in the vaporization segment focused on hardware design, research, development and manufacturing; and cannabis operations,-- Commonwealth Alternative Care, Inc . in Massachusetts and-- Standard Farms LLC in Pennsylvania and Standard Farms Ohio, LLC in Ohio. Tilt has partnered with Hunter + Esquire, the premier search firm in Cannabis to find a Regional Sales Manager to oversee the Ohio, Massachusetts, and Pennsylvania markets. The role is remote but requires substantial physical presence and travel throughout the territory. POSITION SUMMARY The Regional Sales Director (RSD) is responsible for increasing b2b sales of Cannabis and related products to dispensaries across our states of operation, including the acquisition of new accounts as well as the enhancement in spend of our existing relationships. The RSD will manage a team of sales reps in Massachusetts, Pennsylvania, and Ohio, and is responsible for the success of those reps and the success of those regions. In addition to management, this position requires heavy prospecting, including cold calling as well as other innovative techniques to create relationships. While industry experience isn't required the RSD must be passionate about our product and industry and convey that enthusiasm to potential customers in the field. This role requires a salespersons' mentality including an ability to work independently to overcome objections, close sales, and exceed sales targets. Moreover, a successful RSD will work in close collaboration with the Marketing and Production teams to act as a conduit for market feedback to support internal activities and provide the highest quality service levels to our dispensary customers.-- As a part of our sales leadership team, as the RSD you will join a group of intellectually curious leaders within the company working to improve our processes as we scale the business.--This position is expected to drive profitable sales growth through strategy/plans/initiative alignment and consistent. The position will require coordinating with your direct manager as well as relevant business partners, and is a key leadership position in supporting both tactical field execution as well as corporate customer strategy and planning. Top performers have an ability to lead a sales team, close sales, and educate existing and potential customers. He or she must have a passion for our products and can instill that passion into others. RESPONSIBILITIES Leadership

  • Develop and maintain a thorough knowledge of company products and pricing structure
  • Successfully manage a team across multiple states, ensuring each rep and each region hits their monthly/quarterly/annual targets.
  • Identify sales opportunities within assigned territory, manage prospects, and acquire new business, and increase existing client spend
  • Initiate sales process by scheduling appointments, preparing, then delivering presentations, proposals, and product offerings to key decision makers
  • React to changing trends in the industry including purchases trends, new offerings, competitive activities, product shortages, etc.
  • Develop an annual sales plan in support of organization strategy and objectives
  • Establish sales objectives, forecast and develop annual sales quotas for regions and territories
  • Develop and manage sales budgets and oversee the development and management of internal operating budgets
  • Foster the development of direct reports, including ride-alongs on sales visits, joining sales calls, and collaboration on proposals
  • Directly manage major and critical developing client accounts
  • Communicate effectively between all business partners to stay ahead and exceed our customer's expectations
  • Provide feedback to Head of Sales on market issues: opportunities, changes, customer issues and competitive activity Quality & Financial
    • Develop growth opportunity recommendations through market research, scouting and competitive analysis
    • Leverage internal CRM to monitor key KPIs, measuring the success of each sales rep as well as the success of that region
    • Research new opportunities to bring our company & brands out into the community to educate others about our business, and product offerings
    • Expand existing accounts by developing relationships with key stakeholders to sell in additional SKUs, additional facings, new placements, and to create other opportunities to grow volume
    • Analyze customer/competition situations and generates specific plans that will achieve objectives
    • Understand & effectively utilizes the leverage of volume as well as price increase strategy
    • Responsible for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the technical sales and procurement process
    • Communicate market needs and trends with the marketing and production departments to improve our ability to respond with poignant communication and in-demand product People & Development
      • Communicate weekly on sales activities, progress on goals, and status of prospective customers, and improvements with existing customers including challenges and successes with each
      • Drive increased productivity for each rep through coaching, accountability and ride-alongs to provide live closing assistance and training
      • Build, develop and manage sales team capable of carrying out superior sales and service initiatives
      • Become an expert in all aspects of the industry; gain a solid understanding of competition and anticipate market trends that drive proactive business decisions
      • Further understanding of product life cycle including production supply, packaging, and available accoutrements to maximize alignment between customer expectations and company capabilities
      • Partner with marketing department to help apprise them of market conditions and needs to develop materials and support activities which efficiently support sales activities Compliance
        • Stay up to date with all local, state, and federal regulations to ensure policy, practice, and communication is consistent with any changes in laws or regulations
        • Become a full segment expert (FSE) on the industry, compliance & regulation, domestic and global supply chains, and industry technology
        • Ensure all sales related activities comply with all requisite regulations SKILLS & ABILITIES
          • Excellent organization and time management
          • Closing mentality with the ability to overcome objections
          • Strong analytical skills, including market strategy, customer requirements and success factors, and a value based selling process
          • Data driven: leverage CRM to measure KPIs across reps and regions
          • Ability to motivate teams to produce quality materials within tight timeframes
          • Exceptional written communication, verbal communication and interpersonal skills
          • Customer focused mentality to service needs and resolve issues
          • Self-motivated and able to work independently to meet or exceed sales/revenue goals REQUIREMENTS
            • Minimum of 10+ years of sales experience in a data-driven sales environment (cannabis industry experience preferred)
            • BA/BS degree in business, marketing, sales, or related field preferred
            • Demonstrable experience leading a team in large account sales success, including executive-level relationships, account penetration, solution selling, and coordination of multi-state account management
            • Strong understanding of industry trends, key players, terminology, and overall economics of the market
            • Proven track record defining and executing a sales and expansion strategy
            • Proven ability to set budgets, manage expenses and forecast accurately
            • Strong computer skills including CRM, MS Office and Google Suite
            • Experience building and leading a sales team WORKING CONDITIONS/PHYSICAL DEMANDS
              • Ability to stand or sit for extended periods of time
              • Travel expected 75% of the time *All candidates must be ready, willing, and able to work a fully flexible work schedule to include nights and weekends to meet fluctuating business demands * The above statements are intended to describe the general nature and level of work being performed by people assigned to do this job. The above is not intended to be an exhaustive list of all responsibilities and duties required and includes all other duties as assigned by management.

Keywords: Jimmy Jazz, Taunton , TILT - Regional Sales Director, Executive , Taunton, Massachusetts

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