Sales Director – Asian Market

Our Client

A leader in small fruit processing, Fruit d’Or is the world’s number one producer of organic cranberries and the second-largest processor of organic wild blueberries. The Quebec-based company has achieved this status by maintaining the superior quality standards that made it renowned. The vast majority of its berries come from its own fields, complemented by more than 45 well-established partner growers who contribute to cranberry and wild blueberry production. This supply structure ensures fast and reliable distribution to over 50 countries.

Position Overview

Reporting to the Senior Sales Director of the Ingredients business segment, the Sales Director – Asia will manage and grow accounts within their territory. The role’s mission is to expand Asian markets, define strategies, and execute plans efficiently while increasing product distribution and the performance of the Ingredients segment in a highly competitive environment. The Sales Director will establish strategic business relationships aligned with the company’s growth objectives, analyze sales results, evaluate market conditions, and achieve quarterly and annual sales targets. As a company ambassador, they will strive to maintain impeccable customer service and represent the company at the highest standards of quality.

Key Responsibilities

Territory Management (50%)

• Achieve sales and contribution margin objectives set by the organization.
• Negotiate commercial terms with clients and ensure contract follow-up.
• Develop and maintain strong relationships with existing clients to generate new sales opportunities and expand the product portfolio.
• Analyze sales performance within the assigned territory and identify growth opportunities.
• Actively contribute to the launch of new products in the Asian market.
• Participate in short-, medium-, and long-term sales strategic planning.
• Address customer needs, including providing technical product information and ensuring quality service.
• Collaborate in implementing and optimizing sales management tools.
• Ensure rigorous updating of customer data in the CRM and tracking of performance indicators (KPIs).

New Client Development (50%)

• Develop and implement a targeted strategy for identifying potential clients in the Asian market.
• Actively prospect new clients using defined sales strategies.
• Prepare and present compelling commercial proposals tailored to potential clients’ needs.
• Achieve prospecting objectives, including cold contacts and opening new accounts.
• Support new clients throughout the onboarding process, offering turnkey service.
• Conduct ongoing strategic monitoring of trends, innovations, and key players in the food industry.
• Represent the company at trade shows and industry events internationally to drive business development.

Collaboration with Internal Teams

• Contribute to the improvement and development of the company’s services and products.
• Communicate industry needs and provide commercial insights to internal teams.
• Contribute to the strategic planning and execution of the business segment.
• Participate in strategic projects as needed in collaboration with internal multidisciplinary teams.

Required Education and Skills

• University degree in Business Administration or a related field, ideally with a specialization in sales.
• 3–5 years of experience in selling ingredients for the food industry.
• Proven export experience, particularly in Asian markets.
• Strong business development, negotiation, and relationship management skills.
• Demonstrated ability to operate in multicultural environments and adapt to diverse cultural contexts.
• Established network in the food industry and client portfolio (an asset).
• Fluency in French and English, both written and spoken.
• Excellent communication and interpersonal skills, with the ability to interact with stakeholders at all levels.
• Proficiency in MS Office and CRM tools (Salesforce is an asset).
• Strong analytical, persuasion, and influence skills.
• Unimpeachable professional integrity.
• Good understanding of the food ingredients market dynamics.
• Strong prospecting skills, including cold calling.
• Highly organized, detail-oriented, and autonomous.
• Ability to work under pressure and manage priorities.
• Initiative and proactive problem-solving skills.
• Availability for occasional travel and flexible work schedule.

Role Challenges

• Take the necessary initiatives to ensure a smooth transition of Chinese accounts under their management.
• Quickly adapt and integrate into the sales team, other internal collaborators, and clients.
• Continue efforts in developing the Asian market, notably in India.

Behavioral Competency Profile

• Adaptability
• Autonomy
• Diplomacy
• Listening skills
• Perseverance
• Perspective
• Stress resistance
• Tolerance for ambiguity

Proposed Interview Process

1. First interview with Glasford International Canada
2. Psychometric test with an external firm
3. Second interview with the Talent & Culture Business Partner and Senior Sales Director, Ingredients
4. Third interview with the company owners