Key Account Manager

2 weeks ago

Toronto, Canada Bacardi Full time

**Your Opportunity**

Bacardi Canada’s Sales organization is divided into 5 regions of which Ontario is the biggest. The LCBO (Liquor Control Board of Ontario) is Bacardi’s biggest customer in Canada and its 5th biggest globally. Bacardi’s relationship with the LCBO is our most important customer relationship nationally. The role of Key Account Manager is dedicated to building a strategic partnership between the LCBO and Bacardi, ensuring Bacardi’s fiscal year objectives are realized through compelling customer programming. The Key Account Manager will work in collaboration with regional Marketing and Insights colleagues, supported by the Director, Customer Strategy.**About You**

You are able to successfully build and leverage strong customer relationships using insight driven data to ensure successful collaboration with key partners.**Responsibilities**:
**With our Consumer at the heart, your key focus will be to**:
**Achieve plan in Ontario and beat the competition**
- Responsible for delivering fiscal year financial objectives in Ontario; devising the plan to deliver against market and brand-level targets.
- Monitors business performance on a daily, weekly, monthly basis and course correct to ensure that we are able meet and exceed our goals.
- Outpace industry competitors in share performance across relevant competitive categories
- Responsible for developing proposals, account and market plans, and forecast customer shipments and depletions

**Enable Bacardi to be the partner of choice for the LCBO**
- Develop the joint business plan leveraging the multi-functional team in collaboration with the LCBO; leveraging an understanding of customer needs into compelling programs that win with consumers
- Aligning and leveraging category management, customer marketing, finance and supply chain to bring breakthrough ideas to our customer in line with a strategy that delivers profitable growth for both BCI and the LCBO
- Build internal alignment and leverage internal resources to deliver against our aspiration and commitments with the LCBO.
- Lead the planning of top-to-tops and engagement at all levels in the business.
- Maintain strong field-level relationships by supporting the Distributor sales force in their execution of Bacardi programs

**Develop Sales Strategy**
- Partner with the Director, Customer Strategy to lead the ongoing development of the Sales strategy in Ontario.
- Gather detailed customer information, identifying and connecting with key decision makers,
- Understand customer’s strategic business challenges and business priorities
- In consultation with Director, Customer Strategy develop sales plan and marketing strategies for account within overall FY plan
- Own the execution of the Sales Strategy at the Head Office Level of the LCBO
- Contribute to the broader development and execution of Canada’s National sales strategy.
- Manage full Bacardi portfolio within key accounts in pursuit of maintaining and expanding SKU-level distribution
- Leads regional team in steering analytical pursuits and in prioritizing opportunities critical to customer
- Ensures professional sales execution co-ordination and account planning with Distributor team in collaboration with Regional Operations Director

**Lead the Team**
- Resolves account-level conflict leveraging strong professional relationships
- Acts as regional lead in driving a high-performing cross-functional sales team and internal employees to penetrate key accounts and aggressively expand relationships.
- Leads and sets agenda where team-based account management strategy is deployed
- Ensures high levels of employee engagement and culture encompassing Bacardi Values is maintained. Plays a critical role in supporting a high level of engagement within the broader Ontario team.
- Educates and inspires the total organization in Canada to build understanding of the LCBO and how we can best partner and win with them

Skills and Experience

**The Skills & Experience needed to create your legacy**
- An experienced Sales/Business Leader with a proven track record of managing/ negotiating positive results with senior level KA’s customer personnel
- Broad Sales and Commercial capability ideally with relevant experience in Account Management, Customer Marketing and Analytics.
- Proven account decision maker with relationship-building skills
- Experience in the management and development of both convenience and luxury brands.
- Previous experience of understanding/diagnosing financial/budget and strategic objectives of KA’s
- Strong Sales and Commercial strategy skills. Proven track record of aligning internal resources against customer needs
- Highly skilled in complex negotiations and conflict resolution.
- Proven P&L diagnostics capability
- Knowledge of the beverage alcohol industry and experience in a liquor controlled environment is a distinct advantage.
- Bachelor’s degree or post secondary degree in a business related discipline prefe

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