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National Account Manager
3 months ago
The company is committed to providing a great first impression to our customers, business partners, suppliers, vendors, government agencies and employees. This is a key position, reporting directly to the Senior Vice President – Retail and Foodservice Sales. The National Account Manager - Retail must possess superior communication, interpersonal and time management skills as well as a strong knowledge of the various areas that fall under his/her control. A professional image conveys the company's commitment to excellent business practice and to producing and presenting an exceptional product. The environment is busy, entrepreneurial and fast moving, requiring a strategic leadership style which is assertive, flexible, adaptable and capable of reacting quickly and proactively to change. A technically-competent, systems-literate, self-starting, self-motivated person is required who is goal-oriented, decisive and tough-minded. Professional attitude together with strong interpersonal, communication and presentation skills are fundamental prerequisites.
Key Responsibilities
Responsible to lead the sales strategy for the marketing and growth of new regional and national clientele and management of assigned existing accounts to drive growth while ensuring the productivity and profitability of these relationships. The position is primarily responsible for prospecting new clients, leveraging relationships and the company’s organizational strengths and execution of a sales plan that will enable the National Accounts sales target goals to be achieved.
- Ensure the plant adheres to all government regulations regarding safe food production, ensuring the highest standards of food safety are applied plant-wide
- Business development of National Account business contacts into long-term business relationships;
- Build, develop, qualify and close a pipeline of new business opportunities required to achieve sales objectives which fit the company’s national customer profile;
- Identify and develop all sales opportunities with emphasis on the retail channels of trade and the ongoing development and support of a strategic sales plan;
- Maintain and develop client hunting list, pipeline and sales plan;
- Create a business plan with measured bench marks to achieve assigned sales plan;
- Ensure the assigned annual sales plan is achieved;
- Understand and interpret prospective client’s operational and financial objectives;
- Present applicable solutions and services of our full product portfolio that addresses client needs and budgets;
- Map, navigate and understand prospects’ informal and formal decision criteria, budget process and decision makers;
- Understand and act upon cross-selling opportunities;
- Manage and oversee all aspects of assigned existing National Retail Accounts with an emphasis to further develop and grow the National multi-bricks and mortar segment;
- Maintain frequent contact with all key accounts and deliver best in class customer service by providing new solutions that are applicable to client needs;
- Develop a strong understanding of all key account customer needs;
- Deliver advanced solution presentations, (verbal and written) to prospective customers that comprehensively outline the solutions benefits and ROI of our products and services;
- Take responsibility for the management of major projects to ensure effective completion and sign off by customer;
- Stay up to date with external and internal developments within the industry;
- Maintain a continuous knowledge learning regimen for new products, services, competition, guidelines and regulations for all our solution areas in order to create and adjust sales strategies;
Key Qualifications
- Minimum of three years progressive retail sales experience, preferably within the protein market with proven history of achievement and increased responsibilities.
- High impact and dynamic sales professional, with a record of achieving results individually and as a member of a cohesive sales team; as well as being an intelligent, strategic thinker with proven ability to achieve plans.
- Strong knowledge of the Retail Food industry. Current knowledge of buying trends in the Canadian Retail market. Strong communication skills, both verbal and written.
- Ability to communicate effectively at all levels within an organization. Self-starter with ability to develop goals and initiatives and deliver on those initiatives without day-to-day oversight.
- An entrepreneurial spirit, a self-starter aptitude, and the willingness to support the company are required.
Experience and Education
- A minimum of three years account management experience which MUST be in the Retail Service Sales sector;
- Current knowledge of buying trends in the Retail Service market;
- The ability to manage and grow an established customer base;
- Strategic thinking skills with the ability to attract new business and develop and grow the customer base within their designated territory; a Hunter mentality and style is strongly desired;
- Demonstrated ability to develop and implement plans for strategic accounts that exceed expectations in revenue retention/growth, account profitability and customer satisfaction/loyalty;
- Demonstrated ability to pursue long-term account strategy that maximizes profit;
- Possessing existing long-term relationships and the ability to cultivate long-term relationships with the appropriate key account decision makers;
- Superior negotiating, planning, organizational, time management, computer, oral and written skills;
- Industry specific sales experience (meat industry preferred but not mandatory), coupled with a strong sense of urgency;
- Graduate of a Business Administration or Business Management degree program an asset.
Work Environment
Fast-paced function in an administration office with continuous interruptions, distractions and varying noise levels. High levels of concentration required.
