Job Purpose

The VP Sales at Tantalus Labs drives revenue and market share growth via ownership of revenue, selling margin, distribution, expanding SKU listings per store, direct engagement with key retail accounts, and the management of the Tantalus Labs sales team. Aligned to monthly and quarterly sales targets, this role architects, implements, and refines strategy in close collaboration with senior leadership.

Ultimately the VP Sales contributes to Profit and Loss responsibility for the enterprise alongside executive management, as well as the mandate to strategize, grow, and scale Tantalus sales to reach their full potential domestically across all participating Canadian markets.

At a high level, the VP Sales will meet their sales and revenue targets through:

• Ongoing hiring, actively managing, and where necessary offboarding and hiring a team of performance monitored Territory Managers, Territory Account Representatives, Brand Ambassadors, and any other sales representatives of Tantalus Labs
• Developing, monitoring performance, and iterating sales team operations towards new store onboarding as well as continued sales enhancement and merchandising with existing and target retailers
• Actively selling our products into key wholesale distributors and key retail chain accounts
• Stewarding product and batch launches in coordination with Tantalus’ vertically integrated Operations team, Distributors, Intermediary buying pools, Retail Chains, and Independent Retailers.

As a sales team leader, energy and enthusiasm must encompass all that you do. You will serve the team of Territory Managers through direct performance management, coaching, and performance improvement planning, drawing on a deep sales experience to guide the team to industry leading sales performance with specialization in the craft market segment. This individual must be proficient in retail product finance and associated software tools, as their duties of analysis will include reporting to management on accurate monthly and weekly sales and the ROI of sales initiatives.

Cannabis sales rely on delivering margin to retailers who actively and enthusiastically endorse Tantalus products to their customers. This leader must be able to coach business values, ongoing performance enhancement, and strategic iteration to a growing team of sales representatives. They must be able to speak fluently about cannabis products with retailers, while driving the business and financial opportunity Tantalus products represent for the retailer’s portfolio. The winning candidate will react quickly to novel challenges, facilitating and motivating retailers within a rapidly changing product landscape as well as communicate back to the larger team retailer dynamics, competitive intelligence, and consumer insights

Duties and Responsibilities

• Own, develop, implement, and iterate strategy to meet and exceed sales targets
• Advise the Tantalus executive team on strategy and tactics to drive the development, launches, and market share capture of Tantalus products within our Canadian markets
• Lead, coach, and upskill a team of Territory Managers nationwide while maintaining a consistent performance reporting cadence to senior management. Managing sales staff performance is the key responsibility of the VP Sales, including continued coaching and upskilling of high performers, corrective action plans for challenged performers, and offboarding / rehiring for individuals who cannot deliver on the expectations of their job descriptions.
• Communicate regularly with members of the marketing and brand team to share industry insights and inform our brand and commercial strategy
• Strategize new product development, launch strategy, operational project management, distributor listing success, and retailer inventory load in and sell through proliferation nationwide
• Collaborate on weekly demand planning and product distribution strategies across sales territories
• Enhance internal knowledge and data-driven understanding of industry products, trends and brands, and share insights within our team to guide new product development, SKU rationalization, and portfolio management
• Maintain and improve the Tantalus sales playbook with a strong sales-call cadence and high bar of service for “close-oriented” retail visits within our store engagement loop
• Enhance and expand Tantalus’ network of key retailer and distributor relationships
• Demonstrate humility and respect with retailers and distributors to build win-win long term relationships
• Bring consistent energy and enthusiasm to our team and partners, showing up daily with the habits and focus to ensure team members are increasingly motivated to sell and achieve results

Qualifications

• Education sufficient to execute the duties of a VP Sales
• Elite communication and administrative skills
• 10+ years experience in a high-performance environment leading sales teams including 5+ years working within CPG, retail, cannabis, BevAlc or related consumer facing organizations
• Demonstrated ability in sales and relationship building with an ability to act as both a player and coach
• Strong knowledge and/or direct working experience in the Canadian cannabis industry

Working Conditions

• Communications via email, Slack, and in-person meetings
• Although remote, the role will require travel to each territory in which Tantalus sells from time to time, to Vancouver HQ several times per year, and to host sales leadership meetings in various territories from time to time
• Necessity for efficient and transparent communication both upstream and downstream

Direct Reports

• 4+ Territory Managers

Tantalus offers a competitive compensation package and is committed to ongoing career development.

The successful candidate may need to pass a criminal background check and may be required to obtain security clearance from the Federal Government of Canada’s Office of Medical Cannabis.

We thank all candidates for their interest however only those selected for an interview will be contacted.

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