Reporting to the Director, Sales, the National Account Manager leads the development and execution of customer strategies for Pattison Food Group and London Drugs. This role builds long-term relationships with customer and internal stakeholders, translates data and insights into commercially sound recommendations, and aligns cross-functional teams to achieve or exceed net revenue and profitability targets. Based in Vancouver, the role also provides day-to-day leadership, coaching, and direction to one Key Account Manager, ensuring strong account planning, disciplined execution, and capability development.
ResponsibilitiesCustomer Strategy & Relationship Management
- Develop and execute annual customer business plans aligned with Lindt Canada's sales and marketing objectives across Everyday and Seasonal categories.
- Build and maintain strong relationships with key customer stakeholders across category management, merchandising, finance, supply chain, and store operations.
- Identify and secure growth opportunities related to distribution, assortment, pricing, promotions, merchandising, innovation, and in-store execution while helping shape broader customer strategies and commercial priorities.
- Lead customer meetings, joint business planning sessions, category reviews, and complex commercial negotiations with clear objectives and fact-based recommendations.
- Communicate account performance, risks, opportunities, and strategic recommendations to both internal and external stakeholders.
Financial & Commercial Leadership
- Own account net revenue, gross profit, and trade investment targets, exercising independent judgment while delivering sustainable, profitable growth.
- Develop and manage customer P&Ls, evaluate investment opportunities, and provide recommendations based on financial analysis and ROI.
- Monitor and manage trade spending, ensuring forecasts, accruals, claims, and deductions are accurate and aligned to budget.
- Partner with Finance and Revenue Management teams to optimize promotional performance and profitability.
- Identify performance gaps and implement recovery plans to achieve business objectives.
- Anticipate material customer, financial, supply, and execution risks, assess broader business implications, and recommend strategic solutions that protect long-term growth and profitability.
Forecasting, Analytics & Insights
- Lead account forecasting activities in partnership with Demand Planning, maintaining accurate forecasts across everyday, seasonal, and innovation portfolios.
- Analyze customer POS data, syndicated market data, financial reports, and internal insights to identify trends and opportunities.
- Present data-driven recommendations and business reviews to customers and senior leadership.
- Translate complex data into actionable commercial strategies.
- Leverage systems and tools including Excel, SAP, and TPM to manage forecasts, customer plans, and trade investments.
Leadership & Cross-Functional Collaboration
- Lead, coach, and develop a Key Account Manager through ongoing feedback, clear priorities, and development planning.
- Foster accountability and strong business execution through regular coaching and performance reviews.
- Partner closely with Marketing, Category Management, Demand Planning, Supply Chain, Finance, Revenue Management, and Field Sales teams to execute customer strategies.
- Support field execution by ensuring alignment on promotional programs, merchandising initiatives, and customer priorities.
- Build capability and succession readiness through coaching, feedback, development planning, and stretch opportunities.
Requirements- Post-secondary education in Business, Commerce, or a related discipline, or an equivalent combination of education and experience.
- Minimum 5 years of progressive Consumer Packaged Goods (CPG) account management experience.
- Direct experience managing or supporting Pattison Food Group and/or London Drugs accounts.
- Strong forecasting and financial acumen, including customer P&L management, trade investment, profitability management, scenario analysis, and ROI evaluation.
- Proven ability to leverage customer, market, and financial data to develop insight-driven recommendations and business growth strategies.
- Demonstrated success delivering net revenue and profitability targets.
- Proven ability to handle changing priorities, solve problems, and make sound decisions that support long-term business success.
- Previous people leadership, coaching, or talent development experience.
- Advanced proficiency in Microsoft Excel and strong working knowledge of SAP and Trade Promotion Management (TPM) systems.
- Strong negotiation, category management, strategic planning, and customer relationship management skills.
- Excellent presentation, communication, and stakeholder management capabilities.
Preferred Qualifications- Experience utilizing syndicated data sources such as NielsenIQ and retailer POS data.
- Strong ability to manage multiple priorities while maintaining attention to detail and execution excellence.
- A self-starter who can work independently from Vancouver while remaining highly connected to national and cross-functional teams.
- Collaborative leadership style with the confidence to influence stakeholders, challenge constructively, and drive accountability.
Rewards PackageThe standard hiring range for this role is $120,000-$145,000 CAD per annum with a 20% performance-based bonus. The final agreement upon salary may vary based on market location and factors such as job-related knowledge, skills and experience.
We offer a competitive rewards package for our employees as well as a growth-oriented work environment. This includes not only the opportunity to sample our premium chocolate products but the following:
- Health and Dental Plan
- Retirement Savings Plan
- Employee Assistance Program
- Corporate Gym Discount Rates
- Wellness Program
- Chocolate!
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