The Key Account Manager-Retail owns the development and execution of strategic account plans for assigned retail and wholesale accounts across Canada. This role is accountable for sales and category growth for the entire portfolio, customer relationships, negotiation strategy, contract management, retail program execution, business planning, budget management, and fact-based insights that support AOP, GTM and growth opportunities.
Preferred location is Ontario, but other provinces will be considered.
30% travel required
What You'll Be Doing
Account Strategy & Growth
- Develop and execute comprehensive strategic account plans for assigned retail and wholesale accounts.
- Accomplish sales, category growth, and profitability targets through clear account priorities and disciplined execution.
- Build and present retail strategy inputs for AOP, GTM, and customer growth planning.
Customer Relationships & Negotiation
- Maintain and build trusted customer relationships that support business continuity, growth, and mutual accountability.
- Lead the negotiating approach for assigned accounts when required, including objectives, negotiation strategy, and execution.
- Partner with Sales Analyst, Marketing, Legal and Finance to support customer agreements, programs, and business decisions.
Retail Execution
- Develop and execute retail programs that support sales, growth, customer priorities, and profitability objectives.
- Work with the sales team as needed to support execution of account plans and customer initiatives.
- Identify execution risks, customer barriers, and opportunities for improved account performance.
- Mange and attend all customer owned conferences.
- Manage all customer owned contracts including development, execution and follow through.
Analytics, Budget & Business Planning
- Use Power BI, retail data, and distribution insights to identify trends, opportunities, risks, and recommended business actions.
- Manage dedicated account budget and ensure effective use of approved spend.
- Work closely with Finance to support proper accruals, budget discipline and business planning.
- Work closely with sales analytics to drive insights and opportunities.
What We're Looking For
Required Qualifications:
- University degree or equivalent.
- 2+ years key account management experience
- 5 + years of pharmaceutical or medical device sales experience
- 5+ years of experience selling into retail
- Strong understanding of business finance
- Effective written and verbal communication skills with cross-functional team, business units, and other geographies.
- Strong planning, time management, attention to detail, and ability to manage multiple priorities.
Preferred Qualifications:
- Diabetes knowledge
- Proficient with Microsoft Office; Power BI and data-analysis capability
