National Account Manager
4 days ago
Trophy Foods is Canada's leading supplier of high-quality edible nuts, dried fruit and confectionery products. We pride ourselves on providing the highest quality products, at the best value, through our direct channel of global grower relationships.
Trophy Foods Inc. is Canadian owned and operated with over 40 years of experience in serving our customers. We produce edible nuts, dried fruits, confectionery and bulk foods under our Trophy brand. We also work with grocery retailers, mass merchandisers, drug channel, and food service customers across the country to create and produce a wide variety of private label branded products.
Overview: The National Account Manager is responsible for the development, management, and execution of a strategic growth plan for Trophy Foods that aligns critical areas of focus.
Key responsibilities include, but are not limited to:
- In consultation with the Director of Sales, partner with customer decision-makers and internal stakeholders to:
o Develop the overall commercial strategy for customer(s) account.
o Define and deliver against a 3-year business plan meeting monthly, quarterly, and annual sales revenue and profit targets.
o Execute defined pricing strategy.
o Achieve no less than 98% fill rates.
o Reduce non-compliance fees where applicable.
o Incorporate analytics, fact-based business, and category/channel insights.
o Maximize customer partnership collaboration by ensuring strong communication levels between the customer decision makers and internal trophy stakeholders and account support.
- Develop a thorough understanding of customers: needs, challenges, private label, and branded category strategy (innovation, merchandising, programming) operation metrics/regulations, and policies.
- Perform detailed competitive trade analysis of the competitive marketplace to identify pricing opportunities and threats, competitive activity, quality of customer execution across locations, and account service levels, priorities, and size of the prize.
- Partner and collaborate with customer category teams to influence, design, and execute product initiatives that will achieve customer objectives and Trophy opportunities (private label and brand where applicable).
- Lead all negotiations related to contract, programming, pricing, and customer strategy.
- Ownership of all product-related matters (listings, forecasting, costing, service levels, etc.).
- Manage and coordinate commercialization of new product development (NPD) process in consultation with Trophy NPD team for private label products (customer facing & internal stakeholders) in order to maximize customer expectations and Trophy profitability/operational efficiency.
- Customer point-of-contact on direct product simplification and standardization.
- Manage and monitor actual execution and programming on a timely basis to understand sales performance vs. plan, capitalize on incremental sales opportunities, and eliminate and/or mitigate sales target obstacles.
- Ensure clear and timely communication with internal stakeholders to maximize opportunities, business intelligence, operational flexibility/productivity, and inventory liquidity.
- Execute monthly financial/KPIs/performance reporting to the Director of Sales.
- Represent Trophy Foods at trade association events.
- Model a strong work ethic and carry yourself as an ambassador of Trophy Foods.
Experience, Qualifications, and Educational Requirements:
- University / College Business graduate or equivalent working experience.
- Due to the locations of customers, regular travel to Montreal and Ottawa is required to partner/enable growth.
- This position requires travel to Ottawa and Montreal due to the location of customer offices.
- Minimum five (5) years’ experience in the consumer-packaged goods (CPG) sector working with “A” level National Accounts.
- Private label and branded sales experience
- Strong knowledge of Microsoft Office (Word, Excel, PowerPoint)
- Demonstrated negotiation/category decision maker, customer diagnostics, and large account multi-level category & private label management experience.
- Managing the matrix, a proven track record of aligning cross-functional internal resources in order to meet existing and new product introduction customer needs.
- Demonstrated forecasting experience involving products with a finite shelf life.
- Proven capability of coaching, developing, and performance managing
- Proven capability of leading projects to completion
- Presenting information clearly and effectively.
- Bilingual (French & English) an asset.
Trophy is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth. Trophy Foods Inc. provides equal opportunities in employment, promotions, wages, benefits and all other privileges, terms, and conditions of employment to all qualified persons without regard to race, national or ethnic origin, colour, religion, age, sex, sexual orientation, or any other characteristics protected by the applicable Federal and Provincial laws.
Trophy Foods has an accommodation process in place and provides accommodations for employees with disabilities.
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