Job Overview:The Senior Key Account Manager is responsible for planning, developing, and implementing sales & marketing activities to increase market share in key accounts. Directs strategic planning, communicates goals and objectives to Company personnel, and oversees the activities of Field Sales Representatives related to key accounts. Ensures operational plans are effectively implemented.
Tracks revenue goals and contribution margins, oversees budget, and completes reporting requirements as scheduled. Meets or exceeds goal expectations and ensures that professional relations exist with resellers, third party suppliers, and external contacts. Keeps Senior Management well informed of area operations.
Location: incumbent must reside in either Toronto, Ontario or Montreal, Quebec due to business requirementsJob Responsibilities:Sales Strategy- Develop and track the annual customer business plan
- Develop the annual budget (in collaboration with the Sales Director) by creating annual building blocks
- Update budget via quarterly forecast process
- Track on-going risks and opportunities via R&O tracker
- Leverage current retailer relationships to further expand business development opportunities at all levels.
- Analyze consumer, shopper, retailer and competitor trends and design strategies to capitalize on business development opportunities
- Maintain in-depth knowledge of retailer operations, systems, products and needs.
- Conduct regular business reviews with customer to ensure annual growth target are achieved
Pricing and Promotion- Lead development of the annual customer promotion plan working collaboratively with vendors and brokers
- Execute price increases into customer and UNFI business systems in a timely manner; Work collaboratively with SRM's and vendors/brokers on price increase negotiations, MCB support
- Work with brokers/vendors to establish annual customer promotional plan
- Execute monthly promotional pricing plan into customer and UNFI business system
- Develop and input promotional forecast into UNFI business system
- Track and monitor vendor trade spending
- Execute, track and monitor seasonal and/or ad-hoc customer pre-books
Innovation- Effectively develop new revenue opportunities with key company clients
- Maintain knowledge of industry trends, opportunities, channels, products, and competitors to support the identification of business development opportunities
- Actively participate in UNFI and Industry trade shows and engage with vendors, brokers and retailers at shows to develop potential business opportunities.
- Work collaboratively with customer, broker, vendor to secure new listings and agreed upon pricing
- Develop, input and track new listing forecast into UNFI business system
- Execute "Cost of Doing Business" forms with vendor community
- Maintain customer listing base and pricing Bid with new listings, discontinued, pack size changes by completing customer specific forms and/or portal
- Execute "free fills" for new product launches or negotiate new listing fee and obtain MCB support
Communication- Maintains excellent customer relations by meeting/exceeding client expectations and established deadlines
- Communicates all customer programs to Field Sales team via MyBiz and/or Playbook Calls
Accounts Receivable- Works closely with Finance team to review and reconcile customer deductions including costing discrepancies, post audits, promotional and listing fees
Other- Performs other relevant ad hoc duties as necessary
Qualifications:Education/Certification:- Post-Secondary Education in Business, Management, Marketing or a related field, or an equivalent combination of experience and training.
Experience:- Five (5) years managing conventional key accounts and related processes.
- Previous experience managing categories, a trade spend budget, promotional calendar, and planogram resets.
- Previous experience managing key accounts within the organic/natural consumer-packaged goods industry an asset.
Knowledge:- Strong proficiency in Microsoft Office applications required (Excel, Powerpoint, Word).
Skills & Abilities:- Bilingual; must be fluent in English and French languages (oral/written)
- Exceptional customer service skills.
- Strong analytical, technical, and problem-solving skills.
- Excellent verbal and written communication skills.
- Ability to multi-task, be well organized, motivated, and recognize & support UNFI's philosophy.
- Excellent public relations and presentation skills.
- Works well independently and in a team environment.
- Good accounting and business math skills.
Work Environment: Remote Role:
- This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office on a regular basis, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager.
Benefits: Base Salary, Sales Bonus Plan offered, PTO, Remote, Health & Dental Benefits - offered on first day of employment, Company RRSP with employer-matching contributions, car allowance, Employee discount on UNFI products, cell phone, mentorship program/developmental opportunities
