About the Key Accounts Manager Role
The Key Account Manager is responsible for developing and executing strategic customer plans that drive profitable growth, expand distribution, and strengthen PMA's portfolio across major retail accounts in Alberta and Saskatchewan. Reporting to the Director of Sales, Alberta & Saskatchewan, this role requires a commercially driven individual who can build strong customer partnerships, identify growth opportunities, negotiate effective programming, and deliver measurable business results.
Key Deliverables
- Annual NSV & Depletion Outcome vs Target by Brand Expression
- Minimum Execution Standard (MES) Outcomes vs Target by Brand Expression
- Shopper Conversion Driver (SCD) Outcomes vs Target by Brand
- Trimester MES | SCD Targets Development by Brand Expression & Banner for Lockdown Meetings
- Biweekly Business Unit Performance Review Sessions with the Regional Sales Director
- Monthly Scorecard on Key Business Metrics & Competitive Gaming
- Annual Customer Development Business Plan by Category
- Collaborative Phased Monthly Shipment Forecast by SKU
- Investment Control within Budget by Brand Expression
- Other duties as required.
Behavioral Competency Requirements
Accountability
Customer Centricity
Transparency
Inspection of Expected Results
Ownership of the Business
No Blame Fixing
Management Competency Requirements
- Outcome Orientation
- Business Performance Management & Reporting
- Interpersonal Effectiveness
- Workflow Management
- Financial Acumen
- Judgement & Decision Making
- Rapid Capability Building
- Strategic Thinking & Awareness
Functional Competencies Requirements
Effective Customer Relationship Development
- Commercial Acumen
- Persuasive Selling
- Negotiation & Influencing
- Commercial Plan Development
- Commercial Plan Implementation & Course Correction
- Phased Shipment Forecast Development
- Strong analytical skills, understanding sales performance, identifying opportunities and negotiating effective customer programs
Knowledge Competency Requirements
- RTC | The PMA Way of Selling
- Alberta & Saskatchewan Provincial Beverage Alcohol Regulations
- Canadian Beverage Alcohol Industry Rival Ways of Working
- Effective Working Knowledge of Sales Force Automation Tools
- Effective Working Knowledge of MS Power Point & MS Excel
- AGLC ProServe Certified
- WSET Certified
Experience & Other Requirements
- Minimum 5 Years of Beverage Alcohol Sales or CPG Experience
- Minimum 6 Years Experience in Key Account Management (Beverage Alcohol or CPG)
- Post Secondary Degree in Business
- Well Demonstrated Track Record of Managing Complex Customer Relationships
- Well Demonstrated Track Record of Managing Stakeholders
- Hybrid Working Environment based in Calgary
- Valid Driver's License with Fully Insured & Reliable Transportation
- Must be Legally Able to Work in Canada
- Must be of Legal Drinking Age
Physical Demands
- Frequent Hand Motion to perform various duties
- Occasional Immediate Reaching, Minimal Overhead Reaching to perform various duties
- Occasional Standing and Occasional Walking for short amounts of time to perform various duties
- Extended Sitting for Long Periods of Time at Desk or Workstation to perform various duties
