Job Title: Northern California Outside Sales Representative - Dispensaries (cannabis)

Department: Sales

Reports to: Director of Sales

Hire Date: ASAP

Location: Northern CA (Our offices are in Oakland, CA. This can be a remote position)

Salary: Salary (DOE) + Commission

Benefits: Commission Plan, Medical, Dental, Vision, 401k, Life Insurance, Stock Options, Unlimited PTO, Tuition/Professional Development Reimbursement

Other: Exempt, Salaried Position

JOB SUMMARY

Founded in 2007, Dark Heart’s mission is to empower growers to thrive by pioneering innovative products and services. Dark Heart does this by specializing and leading the industry in cultivating high-quality immature plants for growers across California. Our years of experience allows us to produce premium products from both popular and emerging lines that perform well in a variety of settings. Dark Heart continues to expand into additional facilities to bring on more capacity and to lower the cost of production. Dark Heart is also an industry leader in cannabis tissue culture and is further developing the plant biotech side of the business into plant pathology, virus eradication, and breeding. In May 2020 Dark Heart launched a line of CPG products in dispensaries throughout California further solidifying its place as a leading genetics company. It is an exciting time to joins the team as Dark Heart scales the business to dominate the cannabis nursery, CPG, and plant bioscience spaces.

Dark Heart Nursery is recruiting a Northern California Outside Sales Representative for our retail/dispensary channel who will be responsible for prospecting, value selling, and closing long term contracts.  This role will be crucial in delivering top line sales revenue and profitability for Dark Heart Nursery with the launch of our line of DHN branded consumer packaged goods.

The perfect candidate will be a natural leader in opening new accounts and closing large deals. They will have experience presenting to senior decision makers like CFOs and CEOs with a proven track record of being able to understand the client’s business to facilitate the close. They will have demonstrated ability to organize a cycle sales process and the resourcefulness to adjust sales strategy based on the feedback gathered from each deal. Must be able to understand and effectively communicate the sales cycle. The ideal candidate will solid CPG experience, a proven book of business, and take an entrepreneurial approach to developing the territory with the goal of positioning Dark Heart as a trusted partner, not just another vendor.

This position will report to the Dispensary Channel Manager and work collaboratively with selling partners, customer service representatives, and marketing to accelerate revenue growth.

ESSENTIAL FUNCTIONS (INCLUDE, BUT NOT LIMITED TO):

• Identify new leads through cold calling, networking, and referrals
• Develop leads into opportunities by nurturing relationships, understanding client problems, involving the correct decision makers, and helping clients understand Dark Heart Nursery’s value proposition;
• Develop professional sales presentations to demonstrate the value of working with Dark Heart
• Negotiate deals
• Consistently and efficiently close sales prospects
• Prepare activity and forecast reports for tracking sales progress against goals
• Analyze territory market potential and making recommendations to senior leadership to inform sales strategy
• Track all customer communications in CRM tool
• Qualify all sales leads and ensure only pitching to licensed, compliant prospects
• Maintain knowledge of industry trends and on-going regulatory changes
• Continuously improve through customer feedback
• Trade Marketing
• Create educational material and teach customers about our products
• Give feedback on promotions and track sell-through rates
• Promote goodwill and convey a positive image for Dark Heart

KEY PERFORMANCE INDICATORS

• Increase in accounts in the sales area
• Account satisfaction

JOB REQUIREMENTS AND QUALIFICATIONS:

EDUCATION AND EXPERIENCE

• Bachelor's degree or equivalent experience
• Excellent communication skills
• 3 years’ experience as an Outside Sales Representative in a related field (CPG experience required)
• Proven book of business
• Proven track record of achieving sales goals
• Comfortable with Microsoft Office, inventory management software
• Current and valid driver’s license with a clean driving record

SKILLS, COMPETENCIES, AND KNOWLEDGE

• Results driven with a PROVEN TRACK RECORD of meeting and exceeding sales goals
• Strong problem-solving and analytical skills
• Able to collaborate with Marketing to support sales goals
• Strong negotiation skills
• Excellent oral and written communication skills
• Strong comfort level with technology
• Excellent customer service skills
• Strong presentation skills
• Able to grow and adapt to company growth and change
• Knowledge of Customer Relationship Management tools (i.e., Salesforce, Zoho)
• Current positive relationships with licensed cultivators a plus
• Knowledge of the geographical area a plus

PHYSICAL DEMANDS

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 (with or without accommodations).

The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

OTHER INFORMATION

• This position is required to travel with occasional overnight stays
• Weekends and long hours

ALL QUALIFIED APPLICANTS ARE ENCOURAGED TO APPLY. WOMEN, PEOPLE OF COLOR AND LGBTQ INDIVIDUALS ARE STRONGLY ENCOURAGED TO APPLY.

EQUAL EMPLOYMENT OPPORTUNITY

It is the policy of the Company to provide equal employment opportunities to all Employees and applicants for employment without regard to race, religion, color, sex, gender, sexual orientation, marital status, age (age 40 and over), citizenship, national origin, disability (as defined by the applicable law), or any other classification protected by applicable law. This policy extends to all aspects of employment opportunity including hiring, compensation, benefits, promotion, transfer, layoff, recall, reduction in force, termination, retirement, placement, training and all other privileges, terms and conditions of employment. The Company complies with applicable federal, state, and local laws regarding the reasonable accommodation of qualified individuals (both Employees and applicants for employment) who are disabled. All employment is at-will.