Description:
The senior national account manager is responsible for expanding Canada’s market presence and is a critical driver of activities to generate revenue for the business. The SNAM increases brand value through the development of relationships with strategic partners and is responsible for establishing and achieving market penetration, and partnership acquisition goals with key accounts. He / She will deliver the sales results needed to profitably achieve revenue targets for the company while building the foundation for long-term leadership in the market.
What you should expect:
- Develop an annual sales plan in conjunction with the leadership, including revenue, trade investment and profit delivery by the customer, and business subcategory
- Maintain accurate forecasts and promotional plans to support the annual sales plan
- Execute annual sales plan with a focus on profitable sales opportunities, revenue management, customer retention, and market penetration; develop strategies to differentiate and add value
- Secure new and existing product listings to optimize sales
- Achieve sales targets including revenue and activity; identify areas for business growth potential
- Perform needs analysis, program and presentation development, sales, and renewal with both established and prospective accounts
- Participate in the sales analytics process and methodology, creating reports
- Measure, monitor, and manage overall plan effectiveness, and optimize initiatives as required
- Conduct appropriate analyses on an ongoing basis to determine opportunity areas and employ course correction initiatives where required
- Oversee sales support to retailers, maintaining an appropriate balance between responsiveness and quality/ cost of output
- Effectively manage trade spending and account forecasts working collaboratively with Finance and Supply Chain
What you should bring:
- Post Secondary education in Business or Marketing
- Minimum 5 years of Key/ National Account Management and or Category Management experience
- Prior work experience in Consumer Goods/ Food & Beverage.
- Calling into retail head office experience is mandatory
- Proven experience developing relationships by identifying partners, business development opportunities, and cross-selling opportunities
- Extensive knowledge of sales, marketing, and brand development
- Strong knowledge of analytics and ability to derive insights from customer data to enable fact-based selling
- Advanced negotiation skills; ability to find ‘win-win’ solutions for joint value (Consumer, SST, Retailer)
- Sense of urgency to act and deliver profitably
- Excellent planning, analytical, and project management skills
- Passionate about selling and creating value for customers, deep understanding of customer and internal ROI measurements
- Cooperative and collaborative, with the ability to forge strong internal and external relationships to get things done
- A strong team player, with a well-developed “people interaction” skill set.
- Thorough understanding of financials including trade spending and profit and loss statements
- Excellent written and verbal communication skills. Working knowledge of French is considered a major asset, but not mandatory.
- Self-motivated, creative, results-driven, solution-oriented, direct, and convincing when it’s right for the customer