Key Account Manager

1 month ago

Montreal, Canada Zavida Coffee Roasters Full time

For over four decades, Zavida has immersed itself in the world of coffee, beginning in the lush fields of Costa Rica where our founder cultivated a hands-on passion for the art of roasting. The union with Café Barista, a micro-roaster nestled in the heart of Quebec, underscores Zavida's unwavering commitment to crafting an exceptional cup of coffee. At Zavida, we are united by our passion for quality and our commitment to delivering an exceptional taste experience in every cup. We believe that coffee should be more than just a drink – it should be an experience. This is an opportunity to be a part of Zavida Coffee Company's legacy—40 years strong and still brewing excitement.


POSITION SUMMARY


We are looking for a Key Account Manager who will be responsible for leading relationships primarily in the Grocery-Retail Channel. You will be accountable for delivering customer sales volume, margin, share and related KPIs with their respective customers. You can also be responsible for new business development for our different coffee brands.


RESPONSIBILITIES AND DUTIES


Reporting to the Vice President, Sales & Marketing this role will be accountable for:


  • Develop and nurture strong relationships with key customers, serving as their primary point of contact, providing ongoing support, guidance, and ultimate resolution of issues to maintain high levels of client satisfaction and execute joint business plans.
  • Manage and building effective relationships with 3rd party brokers/agents/business partners.
  • Deliver annual sales, promo plan and trade spend plans.
  • Develop sales presentations, account plans that outline strategies for growth, retention, and upselling opportunities for key accounts.
  • Negotiate contract terms, pricing, and service-level agreements to maximize value for both the customer and the company in conjunction with company goals.
  • Serve as the link of communication between key customers and internal teams.
  • Collaborates with internal teams to identify and address strategic selling opportunities to deliver annual volume & profit plans.
  • Provide Forecast for portfolio of customers and participant in S&OP process with internal team.
  • Leverages insights and data to craft stories and unlock profitable volume on business.
  • Leverages trade spend to maximize return on investment (ROI).
  • Prospect for new customers and qualify against company criteria.
  • Build Business cases and Costing Analysis.
  • Prepare regular reports of progress and analysis to internal and external stakeholders.
  • Participate in Trade shows (local and away)


QUALIFICATIONS


  • Being bilingual (French & English) is a requirement/ mandatory.
  • University degree in Business, Commerce, Marketing, or related field
  • 5+ years of customer management, general sales, marketing, and distribution experience in a fast-paced, high performance consumer packaged goods environment (Grocery & Retail in Canada) is recommended.
  • Ability to understand and develop strategic direction and ability to develop plans that will drive results.
  • Strong leadership skills and teamwork.
  • Strong influencing and communication skills (both internal and external).
  • Strong customer management relationship and negotiation skills.
  • Strong analytic capabilities with the ability to easily utilize data to support strategies and decisions.
  • Proficient in Excel and PowerPoint.
  • Problem solving
  • Customer and Quebec/Canadian Market knowledge is required, and coffee category knowledge a distinct advantage.
  • Occasional travel will be required.


___________________________________________


RÉSUMÉ DU POSTE


Nous sommes à la recherche d'un gestionnaire de comptes majeurs qui sera responsable de gérer les relations d’affaires pour le canal de vente de l'épicerie du marché de détail (Québec). Vous serez responsable de la réalisation du volume des ventes, des marges, de la part de marché et des indicateurs de performance clés (KPI) auprès de vos clients respectifs. Vous serez également responsable du développement commercial de nos différentes marques de cafés.


RESPONSABILITÉS


Sous la responsabilité du Vice-président des ventes et marketing, vous serez chargé(e) de

  • Développer et entretenir des relations d’affaires avec les clients de comptes majeurs (ex : Métro, Iga, Maxi, etc.), en étant leur principal point de contact, fournissant un soutien continu, des suivis, et des résolutions de problématiques pour maintenir un niveau élevé de satisfaction client et exécuter des plans d'affaires conjoints.
  • Gérer et établir des relations efficaces avec des courtiers/agents/partenaires commerciaux tiers.
  • Élaborer des présentations de ventes, des plans de ventes annuels, des plans promotionnels et des plans de dépenses commerciales.
  • Élaborer des plans de compte détaillés décrivant les stratégies de croissance, de rétention et d'opportunités de ventes croisées pour les comptes majeurs.
  • Négocier les modalités des contrats, les prix et les accords de niveau de service pour maximiser la valeur tant pour le client que pour l'entreprise, en conformité avec les objectifs corporatifs.
  • Servir de lien de communication entre les clients majeurs et les équipes internes.
  • Collaborer avec les équipes internes pour identifier et exploiter des opportunités de ventes stratégiques afin de réaliser les plans annuels de volume et de profit.
  • Fournir des prévisions pour le portefeuille de clients et participer au processus de planification avec l'équipe interne.
  • Exploiter les informations et les données de marché pour identifier les opportunités de marché.
  • Optimiser les dépenses commerciales pour maximiser le retour sur investissement (ROI).
  • Prospecter de nouveaux clients et les qualifier selon les critères de l'entreprise.
  • Élaborer des études de cas commerciaux et des analyses de coûts.
  • Préparer des rapports et des analyses de ventes pour les parties prenantes internes et externes.
  • Participer à des salons des ventes (Local et extérieur)


QUALIFICATIONS


  • Diplôme universitaire en gestion, commerce, marketing ou dans un domaine connexe.
  • Plus de 5 ans d'expérience en gestion de la clientèle, en vente, en marketing et en distribution dans un environnement rapide et performant de biens de consommation emballés (épicerie et vente au détail au Canada) sont recommandées.
  • Capacité à comprendre et à élaborer une orientation stratégique et capacité à développer des plans qui généreront des résultats.
  • Fortes compétences en matière de leadership et de travail d'équipe.
  • Fortes compétences en matière d'influence et de communication (tant à l'intérieur qu'à l'extérieur de l'entreprise).
  • Fortes compétences en matière de gestion des relations avec les clients et de négociation.
  • Solides capacités d'analyse et aptitude à utiliser facilement les données pour soutenir les stratégies et les décisions.
  • Maîtrise d'Excel et de PowerPoint.
  • Résolution de problèmes
  • La connaissance des clients et du marché canadien est requise, et la connaissance de la catégorie du café est un avantage certain.
  • Le bilinguisme est un requis.
  • Des déplacements occasionnels seront nécessaires.

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