Senior Key Account Manager
4 weeks ago
Lieu : Montréal (possibilité de télétravail)
À propos de nous :
Notre entreprise, leader sur le marché des breuvages santé au Canada, se distingue par son engagement à offrir des produits de qualité supérieure et son ambition de maintenir sa position de leader tout en explorant de nouvelles avenues de croissance. Dans le cadre de notre expansion, nous sommes à la recherche d'un Senior Key Account Manager dynamique et expérimenté pour gérer nos comptes clés et distributeurs à travers le Québec.
Position :
Relevant du Directeur national des ventes, le Responsable des comptes clés, Québec, sera chargé de gérer et de développer les ventes dans sa région assignée et de fournir une croissance durable à long terme pour l'organisation
Responsabilités :
- Gestion des Relations avec les Comptes Clés : Développer rapidement des relations interpersonnelles fortes avec les acheteurs et autres responsables clés chez nos partenaires de vente au détail (IGA, Metro QC, Avril, Tau, etc.). Être capable de se positionner en tant que category manager pour le client, en assurant une communication efficace en français et en anglais et en maintenant un partenariat stratégique bénéfique pour les deux parties.
- Analyse et Stratégie : Utiliser les données de vente au point de service (POS), les données d'expédition, les données Nielsen, ainsi que les résultats des promotions passées pour analyser les tendances du marché et identifier les opportunités de croissance. Sur cette base, élaborer et exécuter des stratégies et tactiques commerciales visant à défendre et augmenter notre part de marché dans un environnement hautement compétitif.
- Gestion de Distributeurs : Être responsable de la sélection, de la gestion et de l'optimisation des relations avec les distributeurs québécois, en s'assurant de l'alignement avec les objectifs de l'entreprise.
- Définition et Exécution des 4P : Être chargé de la définition et de l'exécution des stratégies concernant les 4P (Produit, Prix, Place, Promotion), en assurant l'optimisation du placement produit, l'ajustement des prix pour maximiser les marges, et le déploiement de campagnes promotionnelles efficaces pour stimuler la croissance. Veiller à ce que chaque aspect des 4P contribue à maximiser le ROI et à soutenir les objectifs stratégiques de l'entreprise.
- Prévision de la Demande : Prévoir la demande pour votre territoire en se basant sur les performances historiques et les demandes anticipées des comptes, afin d'optimiser la production, la distribution, et les niveaux de stock.
- Gestion du P&L : Assumer la responsabilité complète du profit et de la perte (P&L) pour votre territoire, incluant la planification, l'exécution, et l'approbation du budget annuel des dépenses commerciales. Veiller à l'alignement des actions et des stratégies avec les objectifs financiers de l'entreprise.
- Objectifs Budgétaires : Établir les objectifs budgétaires annuels de revenus et de profit dans le cadre du budget annuel. Assurer le suivi des performances par rapport à ces objectifs et ajuster les plans d'action en conséquence pour atteindre ou dépasser ces cibles.
- Rapport et Suivi : Préparer des rapports de performance réguliers, analyser les résultats des ventes, et ajuster les stratégies en conséquence.
Compétences et Qualifications :
- Baccalauréat en affaires, marketing, ou domaine connexe.
- Expérience avérée en tant que Key Account Manager d’au moins 5 ans, de préférence dans le secteur des breuvages ou de la vente au détail.
- Excellente maîtrise du français et de l'anglais, à l'oral comme à l'écrit.
- Solides compétences analytiques, avec une capacité avérée à travailler avec des données pour informer les décisions commerciales.
- Relations existantes avec des détaillants clés au Québec fortement préférées.
- Fort sens du détail, sens aigu de l'ownership et capacité à travailler de manière autonome.
- Excellentes compétences interpersonnelles, avec la capacité de développer de fortes relations avec les clients et les partenaires.
- Compétence dans l'utilisation des outils d'analyse de données et de reporting.
- Expérience dans la direction de partenaires courtiers et de distributeurs, un atout.
- Expérience dans l’analyse de données POS & A.C. Nielsen
- Capacité de voyager 20% du temps pour visiter les clients
- Permis de conduire valide.
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