B2B Sales Manager

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Fustini's is seeking an experienced B2B sales manager to create corporate sales and sales through the authorized reseller channel. This position requires a highly motivated individual with sales experience and excellent customer service skills.

Essential Duties and Responsibilities

The B2B manager is responsible for 2 sales channels: authorized reseller accounts and corporate sales. Authorized reseller sales occur year-round, but primarily in Q2 and Q3, while corporate sales occur year-round but primarily for the holiday in Q4.

RESELLER:
The position is responsible for improving existing reseller accounts sales, as well as generating new accounts in areas where Fustini’s does not have a presence. In-person visits to accounts and product demos are required. Reseller accounts comprise both smaller business (“boutique”) and larger company accounts (“grocery”) The ability to sell product, coordinate delivery and set- up of accounts and provide ongoing support to all is key to this position.

CORPORATE:
The corporate sales aspect of this position is responsible for growing this expanding part of our business. With strong marketing support to identify high potential prospects, this position will build a pipeline of prospects to qualify & sell Fustini’s value prop for corporate gifting. They will be responsible for the entirety of the sale, including entering the sale, ensuring shipping details and follow up.

The B2B sales manager is a field sales position for a highly motivated, self-driven individual. It is in Traverse City, MI.

Background

Fustini’s Oils & Vinegars has been successful in the olive oil and vinegar business by creating primary demand for these unique, flavor infused gourmet packaged food items. Guests to our tasting rooms discover oil and vinegar pairings, applications and recipes. This experience creates loyalty to the Fustini’s Brand. Our sales channel started by creating customers at our brick and mortar tasting rooms, then through our e-Commerce to purchase for those customers not living close to one of our stores or wishing to gift Fustini’s to ship to others.

The next sales channel began when boutique shop owners shopped at Fustini's as retail guests and quickly saw the opportunity to bring in Fustini’s products to compliment what they offered to their customers. 3-5 years later, boutique shops started reselling Fustini’s products. Grocery stores in the markets where Fustini’s has a strong presence asked to carry Fustini’s (Traverse City and Petoskey).

It’s important to understand that only a handful of Reseller accounts were sought out by Fustini’s. Most all inquired with interest in carrying our products. Fustini’s stores and e-Commerce create demand, boutique resellers create and fulfill demand, and grocery stores simply fulfill demand.

Consequently, for Resellers the B2B Sales Manager will need to:

1. Determine the best new geographic markets

2. Determine the most ideally suited partner accounts for Fustini’s

3. Work in conjunction with the Marketing Department to create a value proposition to present to these prospects, that includes

• Assumptions for sales and profit margin expectations for the Fustini’s line
• A co-op advertising and promotion plan to build brand awareness and demand for Fustini’s:

funding support for store advertising and promotions targeted to Fustini’s

any other activities/$ that will generate a good sales return

recommend an overall budget

Ensure that in-store displays optimize the presentation of Fustini’s

Establish best way to make deliveries (collaborate with Operations Manager)

• the number of new accounts
• sales ($ and units)

The corporate sales manager requires strong customer service. The ability to create sales and coordinate a flawless guest experience will generate future sales. It is always our goal to create lifelong customers, rather than a one-time purchase. From sale to receipt of gift, every touch point is an opportunity to create a lifelong guest.

This position requires the ability to create sales, over the phone, via email, or in person. This person will generate leads and grow existing relationships for an active,…