Director, US Sales

Remote (United States)

Cronos Group is an innovative global cannabinoid company with international production and distribution across five continents. Cronos Group is committed to building disruptive intellectual property by advancing cannabis research, technology and product development. With a passion to responsibly elevate the consumer experience, Cronos Group is building an iconic brand portfolio. Cronos Group’s portfolio includes PEACE NATURALS™, a global health and wellness platform, adult-use brand Spinach™, and hemp-derived CBD brand Lord Jones™.  

As the Director, US Sales, you will be the key driver of establishing and growing our US brick & mortar footprint. This is a highly visible role, interacting with senior internal and external stakeholders to deliver brand penetration and sales growth within the United States. Your primary focus will be launching our hemp derived adult-use cannabinoid products in one to two states but, with proven success, this role can expand into other cannabis-legalized states.  

The ideal candidate is an experienced Sales leader with a proven track record of growing brands, successfully launching and expanding into new territories and creating strategies to grow sales in all markets. This individual thrives in ambiguity, navigating challenges and pivoting quickly to ensure Cronos is set up for success in the US.  

This position will be based in South Florida.

What you’ll be doing: 

Lead the path to US launch: 

  • In partnership with the VP, Sales & Trade Development, co-shape the US sales strategy, a multi-year plan that translates Cronos’ borderless products roadmap into action 
  • Partner closely with the Marketing & Innovation team to iteratively improve our go-to-market strategy in the US 
  • Partner with Director of Trade Marketing to execute programs intended to support trial, education, in store awareness, repeat purchase and sell thru targets 
  • Lead distributor partnership efforts; develop pricing, create a plan for distribution expansion, sign new wholesalers, and seamlessly onboard and align on order plans for cross-functional support  
  • Build and develop account and customer relationships; work closely with customers to develop mutually helpful strategies and tactics for driving sales in their stores 
  • Quickly learn and deeply understand the cannabis industry and regulations to positively position Cronos brands in the US prior to federal legalization 
  • Participate in the development of the annual business plan and help to establish annual revenue projections and targets  

Sales management and growing the US business: 

  • Manage the execution of sales plan, conduct business reviews of key accounts, and evaluate performance and potential growth 
  • Creatively influence purchasing teams and store advocates to on-board additional and new SKUs  
  • Utilize your sales strategy expertise to close new business; proactively seek new business opportunities using lead generation campaigns, tailored messaging, phone calls, personal network, etc to drive new revenue opportunities 
  • Build and maintain distributor relationships; partner with distributors to maximize efforts, manage inventory, and discuss planning and promotional activity 
  • Reinforce formal sales process standardizing customer engagement across all channels with all levels of sales personnel 
  • Partner with Finance, Procurement and Legal to develop and implement processes and procedures related to customer on-boarding, purchase orders and invoicing as relevant to maintain customer relationships and adherence to corporate controls 
  • Recruit, retain, and engage top talent; foster a learning environment emphasizing innovative thinking, accountability, and collaboration through consistent coaching and development 
  • Lead with a continuous improvement mentality to ensure organizational design will drive exceptional business results; regularly assessing team skillset and structure to ensure optimal effectiveness and alignment to ever-changing business needs 
  • Consistently meet and exceed monthly sales targets by implementing, executing, and communicating a sales strategy that drives revenue growth 
  • Conduct routine account segmentation exercises, Implement TCPs and SLA to ensure customer prioritization and routing optimization 
  • Communicate sales performance to senior management and the sales team on a monthly, quarterly, and annual basis 
  • Act as a Culture Champion, modeling our How We Roll behaviors to employees throughout our entire company as well as external stakeholders and challenging fellow people leaders to do the same 

You’ll need to have: 

  • Bachelor’s degree 9+ years experience in progressive sales leadership roles 
  • Experience and success launching new markets and developing go-to-market strategies 
  • Experience selling in highly regulated industries such as cannabis, alcoholic beverage, or tobacco 
  • Knowledge of US cannabis market strongly preferred 
  • Relevant cross-functional business experience with strong sales and commercial strategy capabilities ideally with depth in, Field Sales, Key Account Management and Customer Management 
  • Experience effectively managing distributors 
  • Proficient in MS Office and sales support tools 
  • An ownership mindset; accountable for your commitments and how you achieve results 
  • Excellent interpersonal skills to build trusting relationships with internal stakeholders and to support complex customer interactions 
  • Exceptional negotiation and persuasive selling skills; capable of communicating ideas and perspectives to others with opposing viewpoints to change their perspective 
  • Sound judgement; grounding decisions based on logic and problem solving to determine the best path forward 
  • Solid leadership capabilities to positively navigate potentially challenging interactions 
  • Highly organized, capable of managing multiple priorities, work threads, team members, and stakeholders  
  • Self-motivated, capable of taking initiative to proactively problem solve and seek out new ways to drive our business forward; motivated to grow the business as if it were your own 
  • Capable of creating and delivering presentations tailored to audience needs 
  • Able to lift up to 30 pounds 
  • Willingness and capability to travel within home state and domestically up to 50% of the time   

We are committed to fostering a diverse and inclusive work environment, and we welcome and encourage applications from people with disabilities and people with diverse backgrounds, identities, and cultures. For candidates with disabilities, accommodations are available upon request in all phases of the selection process.

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