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Key Account Manager Retail

4 months ago

Calgary, Alberta, Canada PMA Canada Full time
Salary:

About Peter Mielzynski Agencies LTD "PMA" and the Mission

PMA Canada's Mission is to become Canada's Best Premium Beverage Alcohol Growth Partner. We strive to be recognized as 'Agents for Growth' focused on three core areas of People, Partnerships and Performance. We represent an enviable portfolio of leading premium spirits, wines and beer brands. We are a privately held company founded in 1979 by Peter Mielzynski Sr., and to this day we pride ourselves on building brands and providing Service Excellence for our Suppliers, Customers & Consumers.

Company Values

Teamwork: Share and communicate knowledge and skills with others, can recognize other's best practices and apply them to daily activities. Actively involved in the overall business and team's activities

Professionalism: Show proper preparation, responsiveness, accountability, and responsibility for their actions. Improves self through personal development. Conduct themselves with honesty, ethics, and integrity.

Leadership: Energize employees and provide a path to career success, company objectives and growth. Display a conscientious work ethic, coach, and mentor staff, be proactive and not reactive to potential issues.

Creativity: Show initiative to succeed, share ideas, opens to change, and learn from successes and failures.

Enthusiasm: Bring energy, passion, positive attitude and demonstrate strong commitment to PMA

About the Key Accounts Manager Role

Reporting to the Key Accounts Director | Retail – Western Canada, the Key Accounts Manager will lead the Development of the PMA Portfolio within the Sundial Banners (Ace | Wine & Beyond | Liquor Depot | Deep Discount) with accountability for Delivery of Business Objectives and Expanding Consumer Access to PMA Brands by Banner through Head Office Coverage.

Key Deliverables

  • Annual NSV & Depletion Outcome vs Target by Brand Expression & Banner
  • Minimum Execution Standard (MES) Outcomes vs Target by Brand Expression & Banner
  • Shopper Conversion Driver (SCD) Outcomes vs Target by Brand & Banner | Brand
  • Trimesterly MES | SCD Target Development by Brand Expression & Banner for Lockdown Meetings
  • Bi Weekly Business Unit Performance Review Sessions with the Key Account Director
  • Bi Weekly 1:1 MES | SCD Status vs Target Review Sessions with the Sales Manager | Off Premise Chains
  • Monthly Scorecard on Key Business Metrics & Competitive Gaming by Banner
  • Annual Customer Development Business Plan by Banner
  • Collaborative Phased Monthly Depletion Forecast by Banner | SKU
  • Investment Control within Budget by Brand Expression & Banner

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 Depletion Forecast Development

Knowledge Competency Requirements

  • RTC | The PMA Way of Selling
  • AGLC Regulatory Standards & Canadian Beverage Alcohol Industry Ways of Working
  • Canadian Beverage Alcohol Industry Rival Ways of Working
  • Effective Working Knowledge of Alberta Retail Chain Account 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 7 Years of Off Premise Beverage Alcohol Sales Experience Alberta
  • 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 Calgary, Alberta
  • Minimum 20% of Time in Field including Ability to Travel Overnight within Alberta as Required
  • 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

PMA Canada is committed to providing equal opportunity and accessibility in its recruitment process. If you are selected for further consideration and require accommodation to participate in this recruitment process, please advise your Talent Acquisition partner


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