Illume Candles
  • Minneapolis, MN, USA
  • Salary
  • Full Time


The main responsibility of the Sales Manager is to manage customer relationships, securing sales revenue and achieving profitability goals by customer/channel of business for ILLUME.

Five Key Accountabilities

  • Sales Plan Execution ($ + margin)
  • Customer Relationship / Expectation Management
  • New Business Development
  • Cross-Department Project Leadership
  • ILLUME Capabilities, Industry + Product Knowledge

Duties and Responsibilities

Sales Plan Execution ($ + margin)

  • Achieve sales objectives in coordination with the company's overall business plan by calling upon current and prospective customers on a regular basis
  • Develop and analyze annual sales forecast and budgets, monitoring sales and business throughout the year
  • Review, analyze and negotiate all costs with appropriate margins, collaborating with Director of Sales to ensure profitability based on account margin targets

Customer Relationship / Expectation Management

  • Develop + manage relationships with new and existing client companies to maximize sales growth
  • Partner with customers to develop strategy and merchandise assortment to maximize retail sales
  • Manage customer needs and expectations to achieve satisfaction and maintain partnerships, while also protecting internal resources
  • Communicate lead-times, process and contract fill requirements to customers
  • Problem-solve with customers on issues that arise and provide successful solutions
  • Manage Key Account customer meetings at tradeshows, as well as offer sales assistance for Independent Trade retailers and sales team members at tradeshows, as needed. Tasks include selling, order writing, and customer service.

New Business Development

  • Identify white space opportunities + develop prospect lists to drive new business
  • Vet out prospective new customers through Finance to ensure financial stability
  • Collaborate with Director of Sales on negotiating new customer terms to ensure profitability
  • Present product presentations, proposals, and negotiate programs with customer to finalize the sale
  • Inform Director of Sales and Category Manager of market changes and conditions; provide and monitor the competitive landscape and make recommendations for changes as appropriate

Cross-Department Project Leadership

  • Collaborate and coordinate with the Account Managers, Sourcing, Product Development, and Creative to oversee projects from concept to delivery
  • Complete Project Intake in SmartSheet clearly communicating customer needs and expectations to internal team members
  • Provide timely customer feedback to internal project team to ensure adequate revision time, avoiding overall project delays
  • Assist in creating / editing customer presentations, as needed
  • Provide sales recaps / program performance back to internal team members to inform future program development

ILLUME Capabilities, Industry + Product Knowledge

  • Learn, understand, communicate and sell key features of ILLUME and our capabilities, adhering to custom and direct import program parameters
  • Comprehension of internal product development and production processes, communicating limitations, lead-times and minimum order quantities to customers early to set proper expectations
  • Comprehension of wholesale to retail sales including EDI requirements, logistics, order cycles and order processes
  • Understanding of fragrance industry and overarching data points, what products are selling at retail and how to build a strategic assortment that will drive sales for customers

Skills & Knowledge Required (includes Education, Industry/Relevant Work Experience, Computer, Soft Skills)

  • Bachelor's Degree and 3+ years related experience
  • Must be able to sell design and be trend savvy
  • Must be dynamic, performance driven sales professional with a proven track record of building business
  • Must have outstanding leadership, presentation and communication skills
  • Must be an energetic, results-oriented, self-starter and team player
  • Able to define problems, collect data, establish facts and draw valid conclusions
  • Competent with computer software such as Microsoft Office (Excel, Word) and Google Slides

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee must be able to hear and speak.
  • This position involves sedentary work with frequent sitting and occasional lifting, carrying, pushing, walking, or standing.
  • The employee must occasionally lift and/or move up to 20 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • The employee must be able to work in a highly fragranced environment.
  • This role operates in a professional office environment where the noise level is moderate to loud.
  • This role routinely uses standard office equipment.
  • Travel as required, including customer visits and bi-annual gift show attendance

This job description is not intended to be all inclusive. Employee may perform other related duties as assigned. Duties, responsibilities and activities may change at any time with or without notice.

Illume Candles
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