Technical Sales - Bulk, White Label & Private Label

Overview: 

Lazarus Naturals is on a mission to make quality hemp-based CBD accessible to everyone. It’s why we own our manufacturing process from start to finish—from our hemp farms in Central Oregon, to our extraction, formulation, and packaging—it’s all designed to deliver safe, effective CBD at an affordable price for all. This enables us to provide a 60% discount to veterans, low income and disabled individuals, so they can access the benefits of CBD too. We are proud of our products, our processes, and our people, and we’re absolutely passionate about doing the right thing well.

We are looking for a driven individual to help develop both our cannabinoid wholesale plan and private label strategy. This position will work closely with our Seattle and Portland management teams in creating sales plans, analyzing production costs, setting pricing and coordinating fulfillment to customers. This individual will report directly to the VP of Operations. Lazarus Naturals is looking for people who can thrive in our work environment and actively challenge themselves. We prioritize applicants who can illustrate their capacity to think critically and work as a team to succeed.

Duties and Responsibilities:

A well-suited candidate will exhibit initiative, creativity, a competitive drive, and have a thorough understanding of the bulk cannabinoid, food/beverage, and topical market.. The ideal candidate already has established customer relationships within the industry.

Bulk Sales

• Develop and implement a bulk hemp fiber, hemp, and cannabinoid sales plan, encompassing all sales materials, pricing, sales strategy, website and trade shows. Build the sales network from sales of bulk products to brokers, into having a network of brands, companies and end users purchasing the myriad of higher-value extracts that Lazarus Naturals produces. 
• Build and optimize our bulk cannabinoid sales materials with the help of our marketing team and help build a dedicated webpage to support the sales effort.  Understand branding, and work with the team to present this product as a distinct offering. 
• Provide outstanding customer service to account relationships and work with accounts to grow their business by providing innovative solutions and upselling to downstream services. 
• Analyze the marketplace and understand the prices, product trends, and influence internal sales efforts and production scheduling to meet anticipated demand. 
• Identify novel extracts and products to develop based upon market trends and sales opportunities, understanding how to differentiate short -lived fads from longer term growth trends.
• Dedicate time to have a robust understanding of the cannabinoid manufacturing processes, costs, and complexity in order to partner with the chemical manufacturing team to deliver the highest value and focus development efforts where there is margin and lead sales growth.  
• Develop and execute to sales goals, profit targets and KPIs. Partner with the Director of Farm Operations and Chemical Manufacturing to develop the reporting, goals and targets.
• Represent and promote the company and the cannabis industry in a professional, responsible manner.
• Collaborate with the company's Accounts Receivable department to ensure accounts remain in good standing. Responsible for managing overdue accounts and collecting payments from customers 

White Label and Private Label

• Develop and execute the private label sales plan across the portfolio of customers we service, leveraging data-driven decision making on where to lead the business utilizing critical thinking and analytical reasoning. 
• Work collaboratively across the organization to define our target customer profiles and prioritize and focus our efforts.  Elevate and prioritize customer needs and satisfaction.  Provide market insights, pricing shifts and competitive analysis.
• Lead customer acquisition, and create a robust sales pipeline to grow the Private Label business portfolio.  
• Manage the internal product development process, costing, and iterations with the customer to bring the best products to our Private Label partners profitability. 
• Develop and manage Private Label revenue, staffing and expense forecasts and budgets.  
• Manage Private Label pricing and internal costing, analysis and ongoing P&L management. Partner with Finance, Operations and R&D to create granularity on spend, reduce costs, and value engineer our products. 
• Partner with Operations and Legal to ensure all business and brand requirements are met.
• Create and implement robust private label sales management processes – pipeline, account planning and proposals.  Implement this process into Hubspot CRM, and create buy-in across the organization with the new process mapping and customer management. This role is responsible for utilizing and managing the CRM with regards to bulk sales in order to maintain smooth communication with possible sales leads, existing customers, and overall managing customer relationships. 
• Partner with the AR department to develop robust invoicing and reconciliation protocols, ensuring credit limits are maintained and that customers pay on time. 
• Develop competitive selling tools and programs that best position the company against competitors and alternatives in the marketplace.  
• Take a long term view of the organization and revenue. Focus on building a company that services our customers into the future and provides concrete value and solutions. 
• Manage Whole Foods private label orders through completion and manage internal communications. Work to standardize order quantity and cadence in order to stabilize the supply chain, schedule, and fulfillment of orders. Collaborate with Production, Quality, Supply Chain and Distribution departments to ensure that orders are completed on time, and that there is clear communication regarding product updates, delays, improvement opportunities between the customer and company. 
• Help manage the Whole Foods account from a sales perspective, but also a product quality and specification standpoint -- ensuring batch test results are within specification, loaded on the portal, and that our compliance audits remain in good standing. 

Requirements and Skills:

• A minimum five years of senior level technical sales and business development management in a CPG or Cannabis company.  
• The ideal candidate has an entrepreneurial spirit, is highly collaborative, data driven and rigorous, and has a passion for building a sustainable, meaningful organization and business.  
• Proven experience developing and executing business strategy and related supporting initiatives. 
• Excellent communicator: builds trusted relationships, and clearly articulates key value propositions, processes and performance.  
• Outstanding written and verbal communication skills, including presentation and public speaking experience.
• Financially astute; expert understanding of key financial and marketing metrics that drive profitability and company success; leveraging metrics to course correct and optimize.
• Experience at multiple sizes and maturities of companies, specifically at start ups and mid-stage companies.
• Excellent analytical and problem-solving skills.
• Degree in Business, Marketing or related field; MBA, finance education preferred.  
• Software literacy: CRM, Microsoft Office Suite, including Excel and PowerPoint; Google Suite, including Google Sheets; ability and interest to learn new software.

Benefits:

• Comprehensive Insurance (Medical, Vision, & Dental)
• Employee Discount Program
• Stocked Kitchen
• 401K Program

Our company is young, fun and very quickly expanding. We are looking to find team members that will stay with us as we grow into the expanding CBD space. The job will keep you on your feet, provides a sense of community and is not easy. If you are looking for a challenge in an emerging industry with potential, this is the job for you. Interested parties are encouraged to send a cover letter detailing why you think you could be a great fit, along with an updated resume. Thanks, and we look forward to hearing from you.