Overview:
Greenhouse is a Canadian organic functional beverage company growing 40-50% year over year, and we need a competitive, positive, results-driven Key Account Manager to keep that momentum going. You'll own a defined portfolio of Canadian grocery accounts, spanning national, regional, natural and specialty retailers and our distribution partners, with full responsibility for its sales plan, trade budget and growth. The role involves 25%+ travel across Canada.
This is a hands-on, high-ownership role. You'll build strong buyer partnerships, use POS and retailer data to find growth, plan winning promotions and work closely with our strategy, marketing, supply chain and finance teams to deliver. If you love landing big wins, leading category growth and competing to win, this is your role. You bring the drive to excel, the urgency to keep things moving and a can-do attitude to every conversation. We'd love to meet you.
Statement of Work & Responsibilities:
Account ownership and growth
- Own the sales plan, volume and trade budget for your assigned accounts. Build annual Joint Business Plans with each customer covering distribution, assortment, pricing, promotion and merchandising.
- Win new listings and expand distribution through category reviews, assortment reviews and strategic selling.
- Align every account plan with Greenhouse's company, brand and channel strategies, so customer programs support our priorities for growth, innovation and profitability.
- Deliver monthly and quarterly targets for sales, gross-to-net and trade spend.
Customer relationships
- Build trusted partnerships with buyers, category managers, replenishment and store operations teams.
- Lead regular business reviews and present clear, data-backed recommendations.
- Negotiate terms, pricing, promotional funding and programs that work for both sides.
- Own broker relationships: set priorities, share account plans and hold brokers accountable for results.
Data, insights and systems
- Work daily in retailer and distributor vendor portals.
- Analyze POS, syndicated (Nielsen/Circana) and shipment data to spot trends, gaps and opportunities.
- Track sales velocity, in-stocks, distribution voids and promo results, and act on them fast.
- Turn data into simple, compelling selling stories.
Promotion and trade management
- Apply strong trade fundamentals to every plan, covering pricing, promotion, distribution, assortment, shelf and merchandising. Keep every plan aligned with company trade guidelines.
- Build and manage the promotional calendar (flyer, TPR, displays, in-store events) for each account.
- Run pre- and post-promo analysis to measure ROI and improve future plans.
- Manage trade spend to budget, reconcile deductions and keep accruals accurate.
Cross-functional leadership
- Partner with Supply Chain and Demand Planning on forecast changes, new item launches and in-stock performance.
- Work with Marketing on shopper programs, sampling and retail activation.
- Partner with Finance on pricing, trade budgets and P&L by account.
- Work closely with the Field team to ensure in-stocks, planogram adherence and promo execution at store level. Share priorities and close gaps quickly with the retailer.
- Work with brokers, and with our Field Sales Manager, who leads third-party merchandising priorities and relationships, to drive store-level execution.
Planning and reporting
- Keep forecasts, CRM and account plans up to date.
- Report on account performance, risks and opportunities to leadership.
- Bring competitive and market insights back to the business.
- Visit stores and attend customer meetings and trade events across Canada (25%+ travel).
Desired Skills and Experience: Desired Skills and Experience:
- 3+ years of key account or sales experience in CPG, ideally food or beverage, with Canadian grocery, mass, drug or natural retailers.
- Hands-on experience with retailer and distributor vendor portals.
- Strong analytical skills: comfortable with POS and syndicated data, and advanced in Excel.
- Solid grounding in trade fundamentals (price, promotion, distribution, shelf) and proven experience with promo planning, trade spend management and post-event analysis.
- A track record of strategic selling: winning listings, growing distribution and negotiating with buyers.
- Proven experience working with distributors: programs, ordering, sell-through and deductions.
- Clear, confident written and verbal communication, including presenting to senior buyers.
- Strong organization and enough attention to detail to keep plans, forecasts and deductions accurate.
- Post-secondary education in business, marketing or a related field, or equivalent experience.
- Valid driver's licence and ability to travel 25% or more, including overnight trips to customer head offices across Canada.
Nice to have
- Experience in a high-growth or emerging brand environment.
- Familiarity with CRM and trade promotion management tools.
- French (written and spoken).
Who you are:
- A driver and a go-getter. You set ambitious goals, chase every opportunity and push hard to win. You don't wait for business to come to you; you go out and get it.
- Competitive and positive. You love to win, against the competition and against your own targets. You bring energy and a can-do attitude, and setbacks don't slow you down.
- Self-starter. You work well on your own and take ownership without waiting to be told.
- Moves with urgency. You act fast and keep deals and issues moving.
- Solution-focused. When problems come up, you find a way through them.
- Team player. You build strong working relationships across the business and with partners.
- Organized and detail-aware. You keep plans tight and follow through on commitments.
- Great communicator. You keep customers and colleagues informed, clearly and early.
Note
As a standardized step in the application process, we ask that you complete the Culture Index (TM) Survey so we can see how it may apply to your work related needs as well as our company requirements. It also assists us in better employee management and development. Please complete the survey by following the URL here.
Vacancy Status: This is an existing vacancy.
Annual Compensation Range: $95,000.00 -$125,000.00
AI Use: Please note that as part of our interview process, candidates selected will be asked to complete an online assessment hosted on an AI platform. We may also use AI tools during interviews and case studies to support note-taking and evaluation (for example, meeting transcription). Information collected through these tools is used solely for recruitment and assessment purposes.
