Sales Director – Chain Accounts

4 weeks ago

Mississauga, Ontario, Canada Yoplait Liberté Canada Full time

We are embarking on an exciting new adventure

As of 27 January 2025, Yoplait will take over the activities of Yoplait Liberté in Canada.

In this context, we are structuring our new team in order to shake up the yoghurt market and become the market's No. 1

This is an ambitious project, similar to what has been achieved in France and the United Kingdom since December 2021.

In 3 years, we've gone from a turnover of €600m to €900m With Canada, our goal for 2030 is to reach €1.5 billion...

Are you up for the challenge?

Reporting to: National Vice President of Sales

Position Summary:

The Sales Director – Chain Accounts is responsible for the strategic and operational management of national and regional chain accounts. This role involves managing a team of Account Managers, collaborating closely with the commercial strategy and field sales teams, and coordinating with other key departments to achieve growth and profitability objectives. The incumbent plays a central role in developing strong client relationships, optimizing team performance, and executing the commercial strategy.

Key Responsibilities

1. Team Management:

  • Coach, mentor, and motivate the Account Managers team.
  • Set clear objectives for the team and track progress.
  • Foster a culture of collaboration, engagement, and excellence within the team.

2. Chain Account Management:

  • Develop and maintain strong relationships with key decision-makers in national and regional chain accounts.
  • Oversee the negotiation of contracts, commercial parameters, and joint growth initiatives with clients.
  • Ensure the execution of commercial agreements and closely monitor client performance plans.
  • Drive profitable growth across all managed accounts.

3. Strategic Collaboration:

  • Work closely with the commercial strategy team to identify and capitalize on growth opportunities.
  • Provide analyses, recommendations, and customer insights to support the development of the commercial strategy.
  • Collaborate with the field sales team to ensure optimal execution of commercial initiatives at the store level.

4. Performance Analysis and Reporting:

  • Monitor and analyze KPIs for chain accounts and the team, including sales volumes, margins, and market share.
  • Identify trends, performance gaps, and recommend corrective actions when necessary.
  • Prepare and present performance reports and action plans to the Vice President of Sales and senior management.

5. Innovation and Commercial Initiatives:

  • Identify opportunities for innovation (products, services, or processes) tailored to the specific needs of chain accounts.
  • Participate in the development and implementation of promotions, product launches, and marketing initiatives specific to accounts.

Skills and Qualifications

Technical Skills:

  • Strong negotiation and client relationship management skills.
  • Proficiency in key account management concepts and B2B sales strategies.
  • Ability to analyze sales data and derive actionable recommendations.
  • Excellent command of sales management tools (CRM, analytics software, etc.).

Leadership Skills:

  • Proven experience in managing and motivating sales teams.
  • Excellent communication and presentation skills.
  • Ability to manage priorities and work under pressure in a fast-paced environment.

Qualifications:

  • University degree in Business Administration, Marketing, or a related field.
  • Minimum of 7 years of experience in sales management (experience in the food industry is a plus).
  • Experience in key account or chain account management.
  • Bilingualism (French and English) is required to interact with clients and teams on a national level.

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