Senior Client Relationship Manager

4 weeks ago

Toronto, Ontario, Canada Zavida Coffee Roasters Full time

Company Overview

For over four decades, Zavida has been deeply rooted in the coffee industry, beginning in the fertile landscapes of Costa Rica where our founder developed a profound appreciation for the art of roasting. Our partnership with Café Barista, a micro-roaster located in Quebec, highlights Zavida's steadfast dedication to producing an extraordinary coffee experience. At Zavida, we share a common passion for quality and a commitment to providing an exceptional taste journey in every cup. We believe that coffee transcends mere consumption – it embodies an experience.

POSITION SUMMARY

We are seeking a Key Account Manager to spearhead relationships primarily within the Grocery-Retail Channel. This role will be pivotal in achieving customer sales volume, margin, share, and related KPIs with designated clients. Additionally, you will be responsible for pursuing new business opportunities across our diverse coffee brands.

KEY RESPONSIBILITIES

Reporting directly to the Vice President of Sales & Marketing, this position will entail:

  • Establishing and cultivating robust relationships with key clients, acting as their main point of contact, offering continuous support, guidance, and effective resolution of issues to uphold high levels of client satisfaction and execute collaborative business strategies.
  • Managing and enhancing effective partnerships with third-party brokers, agents, and business collaborators.
  • Delivering annual sales targets, promotional plans, and trade expenditure strategies.
  • Creating compelling sales presentations and account strategies that delineate growth, retention, and upselling opportunities for key accounts.
  • Negotiating contract terms, pricing, and service agreements to optimize value for both the client and the organization in alignment with corporate objectives.
  • Facilitating communication between key clients and internal teams.
  • Collaborating with internal departments to identify and leverage strategic selling opportunities to meet annual volume and profit objectives.
  • Providing forecasts for a portfolio of clients and participating in the S&OP process with the internal team.
  • Utilizing insights and data to craft narratives and unlock profitable volume opportunities.
  • Leveraging trade expenditure to maximize return on investment (ROI).
  • Identifying and qualifying new customer prospects against company criteria.
  • Developing business cases and conducting cost analyses.
  • Preparing regular progress reports and analyses for internal and external stakeholders.
  • Participating in trade exhibitions (locally and beyond).

QUALIFICATIONS

  • Bilingual proficiency in French and English is essential.
  • A university degree in Business, Commerce, Marketing, or a related field.
  • A minimum of 5 years of experience in customer management, general sales, marketing, and distribution within a fast-paced consumer packaged goods environment (Grocery & Retail in Canada) is preferred.
  • Ability to comprehend and formulate strategic direction and develop actionable plans that drive results.
  • Strong leadership and teamwork capabilities.
  • Excellent influencing and communication skills (both internal and external).
  • Proficient customer management relationship and negotiation skills.
  • Strong analytical skills with the ability to effectively utilize data to inform strategies and decisions.
  • Proficiency in Excel and PowerPoint.
  • Problem-solving aptitude.
  • Knowledge of the Quebec/Canadian market and customer dynamics is required, with coffee category knowledge being a distinct advantage.
  • Willingness to travel occasionally.

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