National Key Account Manager - Grocery
The National Key Account Manager Grocery is tasked with leading the development of the company's beer & non-alcoholic portfolio with National & Regional grocery banner offices based in Ontario with specific focus on Non-Alc business development and expansion.
This role reports to the Director of National Accounts - Retail and acts as the day-to-day face of the brand with National and Regional Grocery chains based in Ontario.
Works collaboratively with Supply Chain, Finance, Marketing, and local and regional sales teams.
Key Responsibilities
Champion Non-Alc. Business with National and Regional Grocery banners
- Work in a matrix relationship with and among the National Sales Team to develop a consistent approach to the non-alc. segment development for the company.
- Work with Sales & Supply Chain leaderships to identify and implement standard operating procedures.
- Identity and action regional and national customer management
- Evaluate, recommend and implement pricings / promotion strategies.
- Achieve annual sales, revenue and margin targets while driving the company towards the achievement of long-term non-alc. growth ambition.
Customer Management & Customer Development
- In coordination with Sales Directors and other regional Key Account Managers develop and manage customer segmentation and relationship strategy.
- Take full ownership of specific customer relationships and / or customer segments in alignment with Sales Director National Key Accounts.
- Identify and develop new and non traditional sales channels and customer segments.
- Manage / oversee customer level P&L’s for total non-alc business.
- Develop, manage and share business performance scorecards for the non-alc. Segment (in conjunction with Business Intelligence Manager).
- Anticipates customer needs, understands long-term customer and category trends and makes recommendations to address.
Portfolio Management & Brand Building
- Ensure customer level plans and opportunity assessments are aligned to the company's brand and portfolio strategies.
- Support the development of customer level of the company's portfolio selling strategies.
- Identify and pursue brand based and portfolio based opportunities.
- Internalize brand positioning, consumer and occasion targets to inform customer level solutions and ideation.
Supply Chain & Logistics Support / Troubleshooting
- Develop a comprehensive understanding of non-alc order to cash processes.
- Support sales, finance and supply chain towards a continuous improvement agenda.
- Evaluate the company's customer service strengths and weaknesses relative to industry benchmarks and customer expectations.
- Plan and forecast business performance with demand planning team.
Key Qualifications
- University Degree, MBA is preferred
- 5-7 years beverage alcohol or CPG beverage sales leadership experience
- Demonstrated progression within a Tier 1 CPG organization
- Experience selling in key retail channels (Grocery & Convenience).
- Experience in selling Premium / Super Premium non-alcoholic brand portfolios
- People and / or Partner management experience
- Experience in marketing or trade-marketing is an asset
- Experience in Supply Chain & Logistics is an asset
Travel
- In-Field / Customer Facing / Partner Management - 50% of time
- Travel within Canada 1-2 times per quarter as required.
- Some International Travel
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