Position Summary
The Territory Sales Manager is responsible for managing and growing AFC Canada's strategic business relationship with Umano Medical through the execution and management of a Vendor Managed Inventory (VMI) program while also developing new and existing customer relationships throughout the assigned territory. This hybrid role combines inventory management, customer service, and account management responsibilities with outside sales activities focused on revenue growth and business development.
The successful candidate will serve as the primary point of contact for AFC Canada's VMI operations at Umano Medical, ensuring inventory availability, forecasting requirements, and maintaining exceptional customer satisfaction. The remainder of the role is dedicated to generating profitable growth by identifying opportunities, securing new business, and expanding AFC Canada's presence within key market segments.
Key Responsibilities
Vendor Managed Inventory (VMI) Management - Umano Medical
- Act as AFC Canada's primary representative for the Umano Medical account.
- Build strong working relationships with key stakeholders at Umano Medical.
- Manage and maintain the Vendor Managed Inventory (VMI) program to ensure uninterrupted product availability.
- Conduct regular inventory reviews, cycle counts, and on-site inventory replenishment activities.
- Monitor inventory levels, stock movement, usage trends, and demand forecasts.
- Collaborate with AFC Canada's purchasing and operations teams to ensure timely replenishment of inventory.
- Identify and resolve inventory discrepancies, shortages, and supply chain challenges.
- Prepare inventory and usage reports as required by both AFC Canada and Umano Medical.
- Physically receive, move, replenish, organize, and stock inventory at customer locations while maintaining a safe and organized work environment.
- Safely handle and transport products weighing up to 50 lbs (23 kg) on a regular basis and perform tasks requiring bending, reaching, lifting, carrying, pushing, and pulling.
- Ensure service levels, inventory accuracy, and customer satisfaction targets are consistently achieved.
Sales and Business Development (Outside Sales)
- Develop and execute a territory sales plan to achieve revenue and gross margin objectives.
- Prospect and secure new customers within assigned geographic and market segments.
- Maintain and expand relationships with existing customers.
- Conduct regular customer visits, presentations, and product demonstrations.
- Identify opportunities to increase AFC Canada's share of wallet with existing accounts.
- Develop and manage a healthy sales pipeline through ongoing prospecting activities.
- Prepare quotations, proposals, and pricing recommendations.
- Negotiate contracts and supply agreements within company guidelines.
- Work closely with internal departments to provide superior customer support and responsiveness.
- Monitor market conditions, competitor activities, and emerging customer needs.
Administrative Responsibilities
- Maintain accurate customer records and sales activities within the CRM system.
- Submit activity reports, forecasts, and territory updates on a regular basis.
- Track and report key performance metrics related to inventory management and sales growth.
- Participate in sales meetings, training programs, and strategic planning initiatives.
Qualifications
Education & Experience
- Post-secondary education in Business, Sales, Supply Chain, or a related field preferred.
- Minimum 3-5 years of experience in outside sales, account management, or industrial distribution.
- Experience managing Vendor Managed Inventory (VMI) programs is considered a strong asset.
- Proven track record of developing customer relationships and generating revenue growth.
- Experience working within industrial, manufacturing, healthcare, or distribution environments is preferred.
Skills & Competencies
- Strong relationship-building and customer service skills.
- Excellent organization and inventory management capabilities.
- Effective communication and presentation skills.
- Strong commercial and business acumen.
- Ability to analyze inventory trends and sales data.
- Self-motivated with the ability to work independently.
- Proficiency in Microsoft Office and CRM systems.
- Strong problem-solving and decision-making abilities.
Working Conditions
- Hybrid role consisting of customer site visits, field sales activities, and remote office work.
- Lifting
- Regular travel within the assigned territory.
- Valid driver's license and reliable transportation required.
- Occasional overnight travel may be required.
Performance Metrics
The Territory Sales Manager will be evaluated based on:
- Inventory accuracy and service levels for Umano Medical.
- Customer satisfaction and account retention.
- Territory & Umano revenue growth.
- Gross margin performance.
- New business acquisition.
- Sales pipeline development and conversion rates.
Estimated Time Allocation:
- 60% Vendor Managed Inventory (VMI) Management - Umano Medical
- 40% Territory Sales and Business Development
This can be adjusted depending on how much of the role you expect to be dedicated to Umano Medical versus new business development.
Location: 230 boulevard Nilus-Leclerc, L'Islet, QC G0R 2C0
Base Salary: 75-90k CAD
