Key National Account Manager

Refresco•Mississauga, ON

19d•CA$119,535 - CA$142,488•Hybrid

About The Position

As the Key/National Sales Account Manager - Retail, you will play a crucial role in the ongoing growth and development of partnerships with our existing customers. Your responsibilities will also include maintaining our current points of distribution while at the same time expanding our product assortment by identifying and onboarding new areas of growth. To succeed in this role, you must deeply understand Refresco’s capabilities and capacities and develop strategies that align with our business objectives and your customer’s volume potential. You will also be responsible for maximizing our topline growth targets and profit through a return on current assets and driving additional synergies within our operations and distribution network with your customer base.

Requirements

Outstanding sales and negotiation skills.
Must demonstrate excellent problem-solving ability and be results-oriented.
Be able to work independently and within a team environment, possessing excellent communication skills.
Excellent organizational, time, and project management skills.
Curiosity—Ability to analyze and understand financial information related to costing, operations, P&L modeling, and forecasting.
Ability to travel for on-site customer and team meetings as required. Travel requirements will average 25%—40% of the time; however, they may exceed 50% at times.
Bachelor’s degree in business or a related field is preferred.
Five (5) or more years of progressive commercial experience working with a CPG company or retailer is required.
Experience and knowledge of supply chain and manufacturing operations are required.
Private Label experience required.

Responsibilities

Work as part of a highly motivated, dynamic sales team to drive the organization's sales initiatives.
Serve as primary customer contact for technical and business issues related to assigned or potential customers.
Always partner with customers whose brands we have the capability to make today and who are strategic fits on a capacity basis. Develop a ‘hit list’ of potential innovative products that meet those needs.
Develop synergies that capture critical data that can be shared with the broader retail sales team.
Interface with all appropriate internal functions to work through the onboarding process for new items or expanded categories.
Validate the ongoing execution of supply chain processes by interfacing with external customers and the internal supply chain team. Ensure proper strategies for planning and inventories of raw materials and finished goods.
Work with the Demand planning and CPFR teams on forecast validation to ensure we achieve our internal requirements and collaborate with customer replenishment teams as needed.
Provide ongoing analysis regarding customer performance to the prior year, plan, and current forecast where applicable.
Work with the retail sales team to prepare weekly, monthly, quarterly, and annual sales projections and assist in forming the annual sales budget.
Review Key Performance Indicators and provide feedback or corrective action recommendations as required.
Establish, develop, and maintain business relationships with current and prospective customers.
Research sources for developing prospective customers and gather critical information to help determine their potential.
Take an active role in understanding essential requirements and legal terminology for developing customer supply agreements.
Communicate and coordinate sales activities with marketing, sales management, finance, operations, logistics, and technical services as required.
Expedite the resolution of customer problems, working cooperatively with internal and external team members as required.
Working collectively with our team, help develop a competitive landscape summary that identifies advantages and potential gaps that, if closed, would increase sales.
Analyze historical and current shipment data and develop strategies to improve business planning.
Identify market trends within the total category to remain current with developments.
Develop and maintain positive relationships with customers to gain trust and understanding.
Take the lead in budgeting and forecasting, including variance analysis.
Supply management with oral and written reports as required on customer needs, problems, interests, competitive activities, and potential for new products or sales opportunities.