We are seeking a dynamic and results-driven Portfolio Sales Representative (Inside Sales) to drive revenue and margin growth by expanding share-of-wallet within existing accounts and identifying high-potential new opportunities. The ideal candidate will excel in consultative selling, leveraging data-driven insights to prioritize opportunities and execution of well-defined account penetration strategies. Key responsibilities include promoting own-brand and preferred national brand products, building long-term client relationships, and aligning sales plans with customer needs and industry trends. The role requires strong collaboration with marketing and product teams, disciplined CRM management, and a proactive approach to achieving sales targets through category expansion and a high level of execution against sales initiatives.
Key Responsibilities
- Account Growth: Identify and prioritize opportunities to drive share-of-wallet in existing accounts through well-defined account penetration plans. Leverage internal data and insights to prioritize opportunities based on key target customer verticals and maximum return on time invested. Allocated time to growth within existing accounts (80%) and acquisition of net new accounts (20%).
- Drive Brand Strategy: Drive awareness, education, and adoption of our own brand and preferred national branded products to meet account penetration targets. Demonstrate strong understanding of own-brand positioning and articulate value to customers.
- Client Relationship Management: Build strong, long-term relationships with key decision-makers and stakeholders within accounts. Demonstrate commitment to consultative selling in service to client goals. Ensure customers are aware of all service access points and recognize the benefits associated with leveraging our online ordering platforms for transactional ordering.
- Market and Customer Analysis: Conduct research to understand customer needs, preferences, and industry trends to position our products effectively. Develop operation knowledge of key customer verticals and leverage insights to shape selling strategy,
- Sales Strategy Implementation: Develop and execute tailored sales plans to achieve revenue and margin goals. Execute and disposition targeted category, brand and marketing plays as identified by the business. Consistently apply the Bunzl sales process and methodology and refine your selling approach
- Collaboration: Partner with marketing and product teams to align campaigns, promotions, and training efforts with sales objectives.
- Reporting and Metrics: Maintain accurate records in CRM and provide regular updates on pipeline health and progress against goals. Consistently evaluate current business, sales pipeline and business risks to ensure and gaps to goal are mitigated.
Qualifications
- Diploma or degree in business, Marketing, related field or equivalent experience.
- Minimum 2 years in an inside sales or account management role, preferably within a B2B environment. Experience in a distribution environment an asset.
Skills & Competencies:
- Ability to structure tasks, resources, and priorities efficiently to achieve sales objectives.
- Maintaining a disciplined approach to sales activities, ensuring consistent follow-up and pipeline management.
- Demonstrating strong organizational skills to handle multiple prospects and opportunities simultaneously.
- Proactively seeking and recognizing business opportunities with high sales potential.
- Maintaining a positive, solutions-oriented mindset in the face of challenges, rejection, and setbacks.
- Managing high-pressure situations with composure, staying focused on long-term sales objectives.
- Demonstrating perseverance in prospecting and closing deals despite obstacles.
Performance Metrics
- Achieve monthly and quarterly sales targets for existing account growth.
- Increase penetration of own brand products within assigned accounts by a specified percentage.
- Maintain a high customer retention rate.
- Ensure timely and accurate CRM updates with key customer interactions and pipeline progress.
Bunzl Canada Inc. (bunzlcanada.ca (https://bunzlcanada.ca/)) provides the food and retail packaging, cleaning and hygiene products and equipment, safety and industrial supplies which keep over 58,000 Canadian businesses running optimally, every day. We bring our customers the advantage of global sourcing, product innovation and national scale combined with responsive local service and deep category expertise. Bunzl Canada is a certified Great Place to Work®. We are committed to creating an inclusive, equitable and positive working environment for all employees so that they experience a strong sense of belonging, while developing individually and professionally. Bunzl Canada is an operating company of Bunzl (http://bunzl.com/) plc (BNZL.L), a FTSE100 company listed on the London Stock Exchange. With 27,000 employees in over 30 countries, our global presence spans the Americas, Europe, Asia Pacific, and the UK and Ireland. At Bunzl, you’ll find Unlimited Potential… Your Career - - Our Future!
Bunzl Canada has a tradition of commitment to equal employment opportunity. It is our established policy to attract and retain the best qualified people without regard to race, colour, religion, national origin, sex/gender (including pregnancy), sexual orientation, age, disability or veteran status as provided by law.
