Account Manager

3 days ago

Greater Toronto Area, Canada IQ PARTNERS Full time

Background on the apetito group

apetito is a leading food and nutrition business supplying care and social markets (Healthcare, LTC, schools, meals on wheels, etc.) with annual sales exceeding $1B Cdn. It is a privately owned family business based in Rheine, Germany with operations in Germany, the UK, the Republic of Ireland, The Netherlands, Austria, Spain, Canada and the US. The family owners have demonstrated a consistent and positive approach to re-investment into the business and a long-term view on how to create value. In recent years, the group growth has been achieved via both organic growth and acquisition.

In Canada, we are apetito HFS Limited headquartered in the nation's capital and the company operates two brands: apetito HFS and Heart to Home Meals.

  • apetito HFS is focused on a business-to-business model supplying frozen food products to the Canadian healthcare market and Meals on Wheels. Often hospitals and long-term care facilities need specialist products, and we are experts at making meals that make a real difference for their patients and residents. Specialist nutrition foods like minced and puree entrées for those with dysphagia, thickened soups to prevent choking and other special diet products form our niche. Our product range would be by far the largest available within this specialized sector. Products are distributed from coast to coast to coast primarily via broad line distributors Sysco and GFS. Products are contracted with all the major buying groups, Aramark, HealthPro, Compass and Mealsourse.

The production facility in Ottawa is located in the Orléans community and occupies a 72,000

square feet purpose-built facility constructed in 2003. It was acquired by apetito in 2019. As a federally inspected meat plant it operates a HACCP plan. Most of the business support and head office functions are located here. Finished goods inventory is held in the Greater Toronto Area at a 30,000 square feet leased freezer store in Brampton. The Customer Service and Distribution support team is located here.

The Role and the Team

Reporting to: Director of Sales

Key relationships: Sales team nationally, Customer Service, Commercial Manager Healthcare, Planning and Inventory Manager, Marketing team and extended team members across the organization.

Place of work: This role is home based preferably within the western half of the Greater Toronto region due to the nature of the business and client and distributor locations and dedicated sales territory.

Responsibilities:

Responsibilities:

  • Drive Sales Growth & Client Engagement:
  • Expand sales and strengthen customer relationships within the Southwestern Ontario territory, covering Burlington west to Windsor and up to Owen Sound.
  • Strategically manage and grow sales through Sysco Southwest and GFS Milton distributor networks in collaboration with the National Account Manager.
  • Identify, pursue, and secure new business opportunities while expanding product listings and maximizing sales potential.
  • Build long-term partnerships with key accounts to establish yourself as their trusted go-to resource for products and service solutions.
  • Proactively manage the sales pipeline, ensuring consistent engagement, follow-ups, and conversion of leads into revenue.
  • Account Management & Business Development:
  • Own and manage relationships with specified local Ontario chain accounts in healthcare, long-term care, and MOW agencies, including Nutritional Management Services and Caresantcare.
  • Develop and implement account-specific strategies to increase penetration, drive volume, and enhance profitability.
  • Regularly analyze account performance and market trends to anticipate client needs and stay ahead of competition.
  • Industry Engagement & Market Presence:
  • Represent the company at industry events, food shows, and regional conferences, including in the Greater Toronto Area as needed.
  • Leverage in-person sales meetings in Ottawa to collaborate with the broader sales team, aligning strategies for maximum impact.
  • Technology & CRM Utilization:
  • Use CRM tools and digital selling platforms to track sales performance, enhance client engagement, and improve conversion rates.
  • Leverage data-driven insights to refine sales strategies, optimize pricing, and increase overall efficiency.
  • Team Collaboration & Leadership:
  • Work closely with the Director of Sales, National Account Manager, and internal stakeholders to align on sales strategies and business objectives.
  • Champion a results-driven and solutions-oriented mindset, fostering strong internal and external relationships.

Key Outcomes for Success:

  • Achieve and exceed sales growth targets and client-specific goals.
  • Maximize sales effectiveness by fully utilizing CRM, data insights, and digital selling tools.
  • Increase account penetration and product listings, ensuring sustained revenue growth.
  • Strengthen client relationships, positioning the company as the preferred supplier in the market.
  • Consistently drive results through proactive selling, strategic account management, and accountability for business outcomes.

Qualifications:

Essential:

MUST have food experience.

  • University degree in a business, healthcare or hospitality related field or relevant industry tier one company experience with a proven success record within sales
  • Minimum 5 years working experience in a similar role or environment
  • High level understanding and demonstrable experience of sales, client relationships maximization
  • Driven to succeed attitude
  • Proven negotiating skills
  • Reasonable proficiency with Mircosoft Office including intermediate Excel

Desirable:

  • Use of a sales CRM program
  • Healthcare sales experience

Personal Qualities:

The successful candidate will be a self-starter with a can-do attitude, proactive and positive outlook. They will be a team player with the ability to manage processes on time and always seek to exceed expectations.

Essential:

  • Working with people
  • Demonstrates an interest in and understanding of others
  • Inquisitive and always striving for new ways to do things better
  • Makes a strong personal impression on others
  • Establishes good relationships with people.
  • Delivering results and exceeding expectations
  • Focuses on customer needs and satisfaction

Desirable:

  • Approachable
  • Ability to be firm when needed re negotiating internally or externally

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