Territory Sales Manager - Montreal

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Date: Jan 12, 2018

Location: Montreal, QC, CA

Company: Dart Container

Dart Container Corporation founded and headquartered in Mason, Michigan, sets the Industry Standard of Excellence in the development, manufacture and distribution of innovative foodservice packaging solutions. Dart manufactures and markets cups, plates, containers, lids and straws made from plastic and paper across the globe. In Canada, Dart operates as Dart Canada Inc. headquartered in Toronto.


This position has the following objectives:

Day-to-Day Role:

  • To systematically and methodically sell Dart products to established and prospective distributors, wholesalers and end users.
  • To maintain an active sales focus on the user trade while effectively servicing accounts in mediating problems and establishing a sales plan in accordance with company policy.
  • To increase sales and profits of the assigned territory commensurate with the objectives of company.
  • To be promoted to the Area Sales Manager position within 24 months of successful completion of the new hire training program.


General Expectations

  • Work with co-workers in a professional manner that leads to harmony and greater productivity in the company and department/division.
  • Consult with supervisor when conflicts or disagreement arise and behave in an unemotional, factual and supportive manner that leads to greater productivity of the department/division and company.
  • Keep supervisor advised of all developments within department/division in which he/she may be involved or interested.
  • Prioritize work in order of importance and deadlines to meet the needs of the company and department/division.
  • Review and evaluate information and materials and seek out the best possible approach and solution to completing work, while working within the established framework and systems of company.
  • Take initiative in completing necessary work in the department/division.
  • This position requires the employee to sign a Confidentiality and Proprietary Rights Agreement.


Essential Responsibilities, Skills & functions

The following are the essential functions of this position. Employees in this position must be able to perform these essential functions with or without reasonable assistance or position modifications. Other duties within employee’s ability as assigned by the supervisor are required and may change due to business necessity.


       Personal Responsibilities, Skills & Functions

  • Maintain, at all times, an attitude of “personal accountability”.
  • Ability to clearly communicate both verbally and written.
  • Adhere to and espouse the qualities of the professional Dart Salesperson.
  • Follow the Dart Defensive Driving (3D) program and maintain company car in a professional manner.
  • Be fiscally responsible with company expenses and uncover new methods to reduce expenses.


Administrative Responsibilities, Skills & Functions:

  • Consistently complete all administrative duties required by the company and manager in the areas of personal performance and sales performance. This includes all required company forms and reports.
  • Prepare and implement Weekly Sales Plan designed to complement goals to territory and company.
  • Maintain an organized and efficient office including required files, customer information, computer reports, competitive information, and company correspondence.
  • Complete a semi-annual review on performance of territory and self with explanation of what happened and why it happened, setting goals and action plans as required by the company.
  • Make own sales plans with respect to customer contact and sales calls.
  • Logically and systematically prepare for all sales calls on established and prospective distributors, wholesalers and end users.
  • Complete supplemental reports as required by the company.


Strategic Responsibilities, Skills & Functions:

  • Determine what markets to call on, what products to present and geographical area to work.
  • Make recommendations for assigned territory in the areas of pricing, credit, delivery, minimums, and promotions in accordance with company guidelines and market conditions.


Sales Responsibilities, Skills & Functions:

  • Be active with all accounts in increasing sales with end user leads and orders, sales meetings, team calls and well thought out promotions.
  • Use all available sales and marketing tools to enhance effectiveness of sales initiatives on existing and prospective customers.
  • Actively secure and report market and competitive information as it relates to the current activity of selling Dart products. This includes, but is not limited to, market share, competitive distributors, competitive manufacturers, competitive net pricing, volume, terms, delivery and minimums.
  • Actively sell unique Dart products and avoid “me too” selling.
  • Utilize competitive samples in demonstrations to prove Dart’s superior Features, Advantages and Benefits.
  • Resolve (negotiate) competitive situations in areas of allowances and marketing programs.
  • Consistently and effectively use all components of a professional Dart sales call.
  • Successfully attaining new sales of dart products, both on existing lines stocked as well as new products.
  • Systematically resolve customer problems in areas of service, quality, pricing and representation in accordance with company policy and procedure.
  • Prepare for all industry and customer trade shows as required.


Additional Functions

  • Assist the division in covering open territories as needed.
  • Make recommendations to company for changes / improvements via $uggest-O-Gram$ and Selling Tip programs.
  • Make promotional requests on behalf of customers in accordance with company policy.
  • Other duties as assigned.


Measure of Performance

All interaction, administration and position related skills will be measured through established Employee Development System (EDS) procedures and guidelines, including an annual and semi-annual review and scheduled phone calls and fieldwork sessions with the employee’s manager.


Core Skills and Qualifications:

The ideal candidate must possess all of the following:

  • A minimum of 18 months of outside sales experience. Preferably in the Canadian Foodservice market.
  • Must have a 2 year degree from an accredited college or university to be considered.
  • Ability to travel overnight, both domestically and internationally.
  • A valid driver’s license
  • A working knowledge of computers is required


Dart Canada Inc. is an equal opportunity employer. Accommodations for job applicants with disabilities are available on request. To request any accommodations please contact AODA@dartcanada.ca

If you experience difficulty applying online, you may call (800) 545-3278 Ext 3390 or email us at applicationassistance@dart.biz for assistance.

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