Sales Director

Summary: The Sales Director leads sales growth in NY by building customer relationships, coaching the sales team, expanding SKU distribution, and driving revenue. The role requires strong field sales experience, leadership skills, financial acumen, and experience in cannabis, alcohol, or CPG.

Responsibilities & Core Behaviors for Success:

• Builds and maintains successful internal and external relationships that translate to revenue growth and reliable partnerships
• Provide effective coaching and mentorship to team members, focusing on enhancing their technical expertise in sales, marketing, and business strategies, as well as developing their interpersonal and leadership skills.
• Engages with humility, discipline and courage to establish trust and gain buy-in
• Uses solid quantitative and qualitative skills to set KPIs, Goals, Sales Metrics, etc.
• Resilience of steel to navigate setbacks, rejection and disappointment and inspires others to bounce back quickly from adversity
• Superb verbal and written communication skills up, down and across the org chart
• Embodies and amplifies cultural values and norms
• Possesses a growth mindset and is committed to hard work, collaboration and genuine care for each other and the business
• Can be counted on to be where and when needed; reachable and responsive
• Build, develop and retain a high-performing sales team with consistent revenue growth
• Identifying and focusing the team on high-quality revenue growth in the portfolio
• Establish sales goals and hold the team accountable for growth
• Coach and mentor team members to motivate performance, eliminate roadblocks and help them achieve success
• Perform ride-alongs with account managers continually to observe and coach on sales interactions: rapport, pitches, product knowledge, negotiations, objection handling, closing.
• Collaborate effectively with sales leadership peers to help develop sales strategies – including launch strategies – and continuously communicate suggested shift to accommodate market responsiveness.
• Coordinate with finance regarding AR issues and strategize on collection approaches
• Utilizes a deep understanding of competitor set and regional buyer preferences and behaviour to help strategically position Mammoth brands effectively.
• Collaborate with key accounts to identify growth opportunities and tailor solutions to their business needs.
• Close high-value leads and support team members in advancing opportunities through the sales pipeline.
• Analyze sales data to identify opportunities such as dips in performance, portfolio voids, and high-priority leads. Collaborate with the sales data team to develop actionable reports and insights tailored for field sales representatives to drive targeted growth.
• Serve as a resource by modelling professional and effective communication and sales techniques in the field.
• Actively promote and strengthen the brand’s presence by fostering relationships with industry stakeholders, championing brand values, and driving initiatives that position the company as a trusted leader in the market.
• In addition to these deliverables, how you do it matters – understanding, demonstrating, and amplifying the culture values and norms of Mammoth Distribution.

Indicators of Success:

• Top-line state revenue growth – Measured by QoQ sales growth, driven by:
• New SKU Distribution Expanding portfolio penetration within existing Key Accounts
• Maintain a strong customer conversion rate – Measured by MoM growth of % of active customers over total open retailers
• Portfolio penetration rate – Measured by MoM growth of % of SKUs sold to customers over the total available SKUs
• Exemplifying Leadership Standards – Consistently demonstrate director-level behaviour through proactive communication, timely follow-through, and effective
• collaboration. Serve as a reliable and solution-oriented team member, demonstrating leadership and a culture of accountability and trust. Measured by your peers and external stakeholders. This role will be part of our sales leadership quarterly NPS survey for internal and external stakeholders.
• Elevate the skill set of the team by fostering a culture of continuous development, while retaining and attracting top talent to build a high-performing Mammoth sales team.

Education & Experience:

• Field Sales experience in cannabis/alcohol/CPG