Account Manager

4 weeks ago

Greater Toronto Area, Canada RNF Pet Products Inc Full time

Purpose of Position

The Account Manager is responsible for calling on, building business, and developing relationships with Giant Tiger, Northwest Company, Fortinos and Shoppers Drug Mart Nationally. This role is Customer facing and will drive the customer agenda and provide strategic and operational day-to-day leadership of the assigned customers working closely with the Loblaw team. It will deliver results by influencing cross functionally and building effective customer relationships


Key Accountabilities & Responsibilities

Driving Strategic Sales growth for Riverside Natural Foods Pet Products Inc.:


  • Demonstrate and uphold RNF Pet ’s Core Values, mission, and vision.
  • Help to establish RESPECT and confidence with customers.Build and strengthen relationships across customers, brokers, and distributor partners.
  • Educate customers on product attributes and benefits while displaying HUMILITY.
  • Build relationships within multiple levels of the customer organization. Develop and manage collaborative partnerships including Supply Chain internally and externally
  • Develop and drive strategic plans to meet or exceed revenue goals.
  • Provide key inputs for demand planning - own the bottoms-up forecast for the S&OP process for each account owned and accountability for forecast roll up to total distributor level. Properly manage forecasting on an accurate and consistent basis.
  • Compile and review quantitative sales data and react rapidly to changing trends or new competitive threats and opportunities. Have a close pulse on environment and proactively have plans to support customer and RNF brands.
  • Create and present customer specific presentations for quarterly reviews with customer
  • Develop customer-specific programs to drive strong velocities.
  • Discover medium- and long-term opportunities. Offer solution based selling approach.


Ensure execution against planning tactics of:

  • Distribution: Utilize Priority Ranking List to close/expand distribution on core gaps
  • Shelving: Work Closely with Category Management team to understand best shelving principles to share with retailers
  • Merchandising: Create merchandising and promotional programs with retailers that support RNF strategies, tactics, and programs
  • Pricing: Work with retailers on pricing guidelines & guardrails as communicated through Sales Planning & Strategy (on everyday pricing and promoted)
  • Present all Innovation in a timely manner, creating plans for effective speed-to-market.
  • Collaborate on marketing programs with customer and RNF Pet Marketing team.
  • Effectively manage trade spend against assigned trade budgets.
  • Follow trade compliance and deduction support process. Manage trade payments and deductions in a timely manner.
  • Communicate account activity/results via internal processes.
  • Demonstrate OWNERSHIP by managing customers as if they were your own.Full understanding of customer and competitive market.
  • Attend designated trade shows and events as needed.
  • Keeps the work atmosphere FUN by keeping it light and welcoming. Any other duties as assigned.
  • Travel as required up to 25% of role


Skills & Abilities

  • Demonstrable success at creatively solving problems and implementing those solutions.
  • Must have strong presentation, negotiating and listening skills
  • Strong TEAM player with Energy, PASSION , ambition, competitiveness
  • Outstanding organizational, and time management skills
  • Intermediate level of computer and technical skills with an emphasis on MS Office Suite
  • Ability to adapt communication style based on the audience. Ability to communicate in a clear and professional way, both written and verbal
  • Tech savvy with apps and sales related software
  • Proven ability to build and maintain productive relationships with key business partners.
  • Proven ability to make decisions based on a mixture of information, analysis, experience, and judgement.
  • Adept and Agile in working through business analytics and navigate business financials.


Sales Competencies

  • Negotiations
  • Resiliency in Selling
  • Industry Knowledge
  • Trade Marketing/Financial Acumen and P&L literacy
  • Business Analytics
  • Customer Specific Tools including LDIA and Vendor Board
  • Influencing Through Communications


Education & Qualifications

  • University Degree in Business or a related discipline strongly preferred
  • 1-3 years of related sales experience. Experience in consumer-packaged goods and the organic / health food industry a plus.

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