National Account Manager

## National Account Manager
- WestApply: Vancouver, Canada: Full time: Posted Yesterday: JR103655Reporting to the Director, Sales, the National Account Manager leads the development and execution of customer strategies for Pattison Food Group and London Drugs. This role builds long-term relationships with customer and internal stakeholders, translates data and insights into commercially sound recommendations, and aligns cross-functional teams to achieve or exceed net revenue and profitability targets. Based in Vancouver, the role also provides day-to-day leadership, coaching, and direction to one Key Account Manager, ensuring strong account planning, disciplined execution, and capability development. Responsibilities Customer Strategy & Relationship Management
* Develop and execute annual customer business plans aligned with Lindt Canada's sales and marketing objectives across Everyday and Seasonal categories.
* Build and maintain strong relationships with key customer stakeholders across category management, merchandising, finance, supply chain, and store operations.
* Identify and secure growth opportunities related to distribution, assortment, pricing, promotions, merchandising, innovation, and in-store execution while helping shape broader customer strategies and commercial priorities.
* Lead customer meetings, joint business planning sessions, category reviews, and complex commercial negotiations with clear objectives and fact-based recommendations.
* Communicate account performance, risks, opportunities, and strategic recommendations to both internal and external stakeholders. Financial & Commercial Leadership
* Own account net revenue, gross profit, and trade investment targets, exercising independent judgment while delivering sustainable, profitable growth.
* Develop and manage customer P&Ls, evaluate investment opportunities, and provide recommendations based on financial analysis and ROI.
* Monitor and manage trade spending, ensuring forecasts, accruals, claims, and deductions are accurate and aligned to budget.
* Partner with Finance and Revenue Management teams to optimize promotional performance and profitability.
* Identify performance gaps and implement recovery plans to achieve business objectives.
* Anticipate material customer, financial, supply, and execution risks, assess broader business implications, and recommend strategic solutions that protect long-term growth and profitability. Forecasting, Analytics & Insights
* Lead account forecasting activities in partnership with Demand Planning, maintaining accurate forecasts across everyday, seasonal, and innovation portfolios.
* Analyze customer POS data, syndicated market data, financial reports, and internal insights to identify trends and opportunities.
* Present data-driven recommendations and business reviews to customers and senior leadership.
* Translate complex data into actionable commercial strategies.
* Leverage systems and tools including Excel, SAP, and TPM to manage forecasts, customer plans, and trade investments. Leadership & Cross-Functional Collaboration
* Lead, coach, and develop a Key Account Manager through ongoing feedback, clear priorities, and development planning.
* Foster accountability and strong business execution through regular coaching and performance reviews.
* Partner closely with Marketing, Category Management, Demand Planning, Supply Chain, Finance, Revenue Management, and Field Sales teams to execute customer strategies.
* Support field execution by ensuring alignment on promotional programs, merchandising initiatives, and customer priorities.
* Build capability and succession readiness through coaching, feedback, development planning, and stretch opportunities. Requirements
* Post-secondary education in Business, Commerce, or a related discipline, or an equivalent combination of education and experience.
* Minimum 5 years of progressive Consumer Packaged Goods (CPG) account management experience.
* Direct experience managing or supporting Pattison Food Group and/or London Drugs accounts.
* Strong forecasting and financial acumen, including customer P&L management, trade investment, profitability management, scenario analysis, and ROI evaluation.
* Proven ability to leverage customer, market, and financial data to develop insight-driven recommendations and business growth strategies.
* Demonstrated success delivering net revenue and profitability targets.
* Proven ability to handle changing priorities, solve problems, and make sound decisions that support long-term business success.
* Previous people leadership, coaching, or talent development experience.
* Advanced proficiency in Microsoft Excel and strong working knowledge of SAP and Trade Promotion Management (TPM) systems.
* Strong negotiation, category management, strategic planning, and customer relationship management skills.
* Excellent presentation, communication, and stakeholder management capabilities. Preferred Qualifications
* Experience utiliz