About the Key Accounts Manager Role
Reporting to the Key Accounts Director | Central, the Key Accounts Manager | LCBO will lead the Establishment and Development of the PMA Portfolio with accountability for Delivery of Business Objectives and Expanding Consumer Access of PMA Brands through Head Office Coverage.
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
- Trimesterly MES | SCD Targets Development by Brand Expression & Banner for Lockdown Meetings
- Bi Weekly 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
Behavioural 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
Knowledge Competency Requirements
- RTC | The PMA Way of Selling
- Ontario Provincial Beverage Alcohol Regulations (AGCO, LCBO)
- Canadian Beverage Alcohol Industry Rival Ways of Working
- Effective Working Knowledge of LCBO Operating Rhythms
- Effective Working Knowledge of Sales Force Automation Tools
- Effective Working Knowledge of MS Power Point & MS Excel
- Smart Serve Certified
- WSET Certified
Experience & Other Requirements
- Minimum 2 Years of Beverage Alcohol Sales Experience
- Minimum 4 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 Oakville
- 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
Compensation
$80,000 - $90,000 base salary
Bonus
RRSP match program
Competitive benefit package
