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Who are we?
UNFI Canada is the leading distributor of natural, organic, and specialty foods in North America! We’re on a mission to provide healthier food choices to people everywhere. Better Food, Better Future!
As a member of our Account Management team, you’ll have the opportunity to lead and drive sales growth nationally, exceed our customers’ expectations, and last, but not least – navigate the Foodscape!
If you’re a Sales Professional skilled in managing national accounts (who LOVES food as much as we do!), this opportunity may be right for you! Read on!
Position: National Key Account Manager
Job Type: Full Time Permanent
Schedule: Monday-Friday
Language Requirements: English
Location: Greater Toronto Area (incumbent is based out of our Vaughan, ON office)
Working Conditions: Due to COVID-19, this position is remote/work from home.
Purpose:
Responsible for overseeing the development of sales and revenue producing contracts for products and services with both existing and new clients nationally for their respective channel. Directs all aspects of sales and the business development cycle. Identifies and pursues sales opportunities, makes product presentations, prospects new business relationships, and obtains sales contracts. Projects and maintains the Company’s professional image. Keeps Senior Management aware of area activities and significant problems.
Job Responsibilities:
Sales Strategy
- Develop and track the annual customer business plan
- Develop the annual Budget (in collaboration with the Sales Director) by creating annual building blocks
- Update budget via quarterly forecast process
- Track on-going risks and opportunities via R&O tracker
- Leverage retailer relationships to expand business development opportunities at all levels.
- Analyze consumer, shopper, retailer and competitor trends and design strategies to capitalize on business development opportunities.
- Maintain in-depth knowledge of retailer operations, systems, products, and needs.
- Conduct regular customer meetings to review financial results, present innovation and discuss executional strategies.
Pricing & Promotion
- Lead development of the annual customer promotion plan working collaboratively with vendors/brokers
- Execute price increases into customer and UNFI business systems in a timely manner. Work collaboratively with SRM’s and vendors/brokers on price increase negotiations, MCB support
- Work with brokers/vendors to establish annual customer promotional plan
- Execute monthly promotional pricing plan into customer and UNFI business system
- Develop and input promotional forecast into UNFI business system
- Track and monitor vendor trade spending
- Execute, track and monitor seasonal and/or ad-hoc customer pre-books
- Effectively develop new revenue opportunities with key company clients.
- Maintain knowledge of industry trends, opportunities, channels, products, and competitors to support the identification of business development opportunities
- Actively engage with vendors, brokers and retailers at UNFI and Industry trade shows to drive business opportunities.
- Work collaboratively with customer, broker, vendor to secure new listings and agreed upon pricing
- Develop, input and track new listing forecast into UNFI business system
- Execute “Cost of Doing Business” forms with vendor community
- Maintain customer listing base and pricing Bid with new listings, discontinued, pack size changes by completing customer specific forms and/or portal
- Execute “free fills” for new product launches or negotiate new listing fee and obtain MCB support
- Identify and prospect new category relationships via cold calling, networking, and professional contacts.
Forecasting
- Work closely with demand planners / category managers / directors – internally and externally in order to meet retailer and UNFI fill rate expectations.
- Forecast, tracks, and manage topline sales and margin profitably for UNFI and the retailer, by period and quarter.
Communication
- Maintain excellent customer relations by meeting/exceeding client expectations and established deadlines
- Communicates all customer programs to Field Sales team via MyBiz and/or Playbook Calls
- Manage and coach Key Account Analyst’s on the customer team on key business functions
Accounts Receivable
- Work closely with Finance team to review and reconcile customer deductions including costing discrepancies, post audits, promotional and listing fees
Other
- Performs other relevant ad hoc duties as necessary
Qualifications:
Education/ Certifications: (Required & Preferred)
- Bachelor’s degree in Business, Management, Marketing or equivalent experience in related field
Experience:
- Minimum 5-7 years managing conventional key accounts and related processes.
- Previous experience managing categories, a trade spend budget, promotional calendar, and planogram resets.
- Previous experience managing key accounts within the organic/natural consumer-packaged goods industry an asset.
Knowledge:
- Strong proficiency in Microsoft Office applications required (Excel, Powerpoint, Word).
Skills & Abilities:
- Exceptional customer service skills.
- Strong analytical, technical, and problem-solving skills.
- Excellent verbal and written communication skills.
- Ability to multi-task, be well organized, motivated, and recognize & support UNFI’s philosophy.
- Excellent public relations and presentation skills.
- Works well independently and in a team environment.
- Good accounting and business math skills.
Travel Requirements:
- Travel to Trade Shows required
Why work for UNFI Canada?:
- Competitive base salary offered!
- Health and Dental Benefits package made available on your first day!
- Paid vacation and sick days!
- Quarterly sales bonus program!
- Annual car allowance provided!
- Employee discount program on all of our food products!
- Career advancement opportunities!
- A friendly and helpful team!
Our Commitment:
UNFI believes in a diverse and accommodating workplace. UNFI encourages and promotes applications from all qualified individuals, regardless of gender, age, race, ethnicity, disability or otherwise. UNFI is committed to providing full accommodation for persons with disabilities in all active processes and procedures including but not limited to the recruitment process. To request any accommodation you may require to participate in the recruitment process (including alternative formats of materials or accessible meeting rooms), please contact the main recruiting contact for the position or Human Resources to discuss your specific needs.
Job Types: Full-time, Permanent
Benefits:
- Automobile allowance
- Company events
- Dental care
- Discounted or free food
- Employee assistance program
- Extended health care
- Flexible schedule
- Life insurance
- On-site parking
- Paid time off
- RRSP match
- Store discount
- Vision care
- Wellness program
- Work from home
Schedule:
- Monday to Friday
Supplemental pay types:
- Bonus pay
COVID-19 considerations:
UNFI Canada is a company critical to the needs of everyday people. As an essential service, we are committed to the safety and wellbeing of our associates with enforced health & safety measures and required PPE to perform work safely.
Experience:
- Account Management: 5 years (required)
- Sales (Food, Beverage, and/or Consumer Packaged Goods): 6 years (required)
