National Key Account Manager

Who are we? United Natural Foods Inc. (UNFI) is the leading distributor of natural, organic, and specialty foods in North America We're on a journey to transform the world of food for our customers, suppliers, associates, and the families we serve every day. Our mission is simple: to provide healthier food choices to people everywhere. Better Food, Better Future As a member of our Account Management team, you'll have the opportunity to lead and drive sales growth, exceed our customers' expectations, and last, but not least: navigate the Foodscape If YOU are passionate about driving sales, thrive in an account manager role, AND love food as much as we do, this role may be right for you. Read on Position: National Key Account Manager **Job Type**: Full Time Schedule: Monday-Friday Language Requirements: English Working Conditions: Remote (while classified as remote, incumbent will be required to attend in-person meetings when assigned by management) Location: Vaughan, ON Purpose: Responsible for overseeing the development of sales and revenue producing contracts for products and services with both existing and new clients nationally for their respective channel. Directs all aspects of sales and the business development cycle. Identifies and pursues sales opportunities, makes product presentations, prospects new business relationships, and obtains sales contracts. Projects and maintains the Company’s professional image. Keeps Senior Management aware of area activities and significant problems. Job Responsibilities: Sales Strategy - Develop and track the annual customer business plan. - Develop the annual Budget (in collaboration with the Sales Director) by creating annual building blocks. - Update budget via quarterly forecast process. - Track on-going risks and opportunities via R&O tracker. - Leverage retailer relationships to expand business development opportunities at all levels. - Analyze consumer, shopper, retailer and competitor trends and design strategies to capitalize on business development opportunities. - Maintain in-depth knowledge of retailer operations, systems, products, and needs. - Conduct regular customer meetings to review financial results, present innovation and discuss executional strategies. Pricing & Promotion - Lead development of the annual customer promotion plan working collaboratively with vendors/brokers. - Execute price increases into customer and UNFI business systems in a timely manner. Work collaboratively with SRM’s and vendors/brokers on price increase negotiations, MCB support. - Work with brokers/vendors to establish annual customer promotional plan. - Execute monthly promotional pricing plan into customer and UNFI business system. - Develop and input promotional forecast into UNFI business system. - Track and monitor vendor trade spending. - Execute, track and monitor seasonal and/or ad-hoc customer pre-books. Innovation - Effectively develop new revenue opportunities with key company clients. - Maintain knowledge of industry trends, opportunities, channels, products, and competitors to support the identification of business development opportunities. - Actively engage with vendors, brokers and retailers at UNFI and Industry trade shows to drive business opportunities. - Work collaboratively with customer, broker, vendor to secure new listings and agreed upon pricing. - Develop, input and track new listing forecast into UNFI business system. - Execute "Cost of Doing Business" forms with vendor community. - Maintain customer listing base and pricing Bid with new listings, discontinued, pack size changes by completing customer specific forms and/or portal. - Execute "free fills" for new product launches or negotiate new listing fee and obtain MCB support. - Identify and prospect new category relationships via cold calling, networking, and professional contacts. Forecasting - Work closely with demand planners / category managers / directors - internally and externally in order to meet retailer and UNFI fill rate expectations. - Forecast, tracks, and manage topline sales and margin profitably for UNFI and the retailer, by period and quarter. Communication - Maintain excellent customer relations by meeting/exceeding client expectations and established deadlines. - Communicates all customer programs to Field Sales team via MyBiz and/or Playbook Calls. - Manage and coach Key Account Analyst(s) on the customer team on key business functions. Accounts Receivable - Work closely with Finance team to review and reconcile customer deductions including costing discrepancies, post audits, promotional and listing fees. Other - Performs other relevant ad hoc duties as necessary. Qualifications: Education/Certification: - Post-Secondary Education in Business, Marketing, Management or a related field, or an equivalent combination of training and experience. **Experience**: - Minimum five (5) years or more of National Key Account Management/Sales experience, pref