National Key Account Manager
Found in: Appcast CA C2 Glassdoor - 1 week ago
Exciting Opportunity within our Prana Sales Team
We are PRANA, a mission-driven company that uses business as a driver for change, looking for someone like you who wants to contribute.
PRANA is a Montreal-based certified B Corp company, leader in manufacturing and commercializing better-for-you snacks and breakfasts. Founded in 2005 by couple Alon Farber and Marie-Josée Richer, PRANA's mission is to create delicious food that is better for consumers, farmers and the planet. Made in their factory in Montreal, all of our products are plant-based and responsibly sourced, because every mindful choice fuels a more joyful life and brighter future for us all.
About the role
Reporting to the Vice-President Sales, the National Key Account Manager is directly responsible for delivering the annual sales plans and building the PRANA brand with with existing major account retail chains, and developing new business opportunities. The KAM will manage existing customer relationships, oversee business development, negotiate programs and investments and direct customer service. More specifically the KAM will be responsible for developing, aligning and successfully implementing short and long term sales plans and objectives while proactively communicating all initiatives with PRANA's various departments and partners.
Key Responsibilities
- Represent Prana, the company and brand;
- Promote and sell PRANA products to assigned accounts;
- Establish and execute a business plan and a sales plan for each customer (volume, product sales potential, promotional plan, etc.) including sales objectives by product category;
- Monitor and communicate recent market studies by product and category and define business opportunities for each client to inform the business and sales plan;
- Negotiate mutual agreements with priority customers for national brands and/or private brands, while ensuring a good understanding of the company's specific challenges and corresponding strategic directions;
- Manage the revenue and trade spend budget allocated for each assigned account;
- Perform monthly or quarterly reviews and track sales performance with a specific action plan to correct anomalies or boost sales;
- Coach, direct and mentor Prana sales reps/commissioned broker reps as needed to deliver their mandate;
- Maintain and strengthen relationships with customers in order to know and understand their strategic directions, with the aim of creating a joint strategy for our products;
- Ensure the commitments made by the organization are respected for each of the accounts, in collaboration with the Finance, Transport and Logistics sectors in particular (volume, discounts, promotions, etc.);
- Ensure constant internal communication to contribute to the proper management of daily operations, including the accuracy of sales forecasts;
- Be responsible for the performance of categories and products for each client based on the expected results and the strategies adopted;
- Coordinate the introduction of new products;
- Prepare the documents and analyzes required to support and influence customers and inform internal stakeholders;
- Represent Prana at events, as needed.
What we are looking for :
- Bachelor's degree in a relevant field or equivalent work experience;
- 5-10 years of experience in sales in CPG. Food industry preferred;
- Experience managing key national accounts. May include: Loblaws, SDM, Sobeys, Walmart;
- High level of proficiency with analytical platforms. May include: LDIA, IRI, Dunnhumby, Retail Link;
- Ability to autonomously build new businesses and ability to take initiative;
- High levels of analytical and strategic thinking;
- Excellent time management skills and ability to prioritize;
- Interpersonal skills as a key strength in motivating and influencing others;
- Demonstrated presentation, negotiation and business development expertise preferably within the food industry;
- Team player with success working collaboratively to a common purpose and delivering new products
- Expertise with Microsoft office (Excel and Powerpoint);
- Excellent communication skills, written and verbal;
- English : written and spoken. Bilingual in French an asset;
- Must have a valid driver's license.
Prana is an equal opportunity employer that promotes diversity and inclusion. The company will consider all qualified applicants for employment regardless of race, color of skin, religion, gender, sexual orientation, gender identity, ethnicity, age, their indigenous status or any factors that could be considered discriminatory. If you require accommodation during the recruitment process, we will work with you to meet your needs.
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