Sr. Key Account Manager (Contract - 18 Months)

Who are we?

UNFI Canada is the leading distributor of natural, organic, and specialty foods! 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, exceed our customers' expectations, and last, but not least: navigate the Foodscape!

If YOU are passionate about sales, love food as much as we do, and looking for contract work, this opportunity at UNFI Canada may be right for you. Read on!

Position: Senior Key Account Manager

Job Type: Full Time Contract - 18 Months (Please note due to contract, this role does NOT include health & dental benefits)

Schedule: Monday to Friday

Language Requirements: English

Location: Vaughan, ON

Working Conditions: Remote (while classified as remote, incumbent will be required to attend in-person meetings when required by Management)

Purpose:

Responsible for planning, developing, and implementing sales & marketing activities to increase market share in Key Accounts. Directs strategic planning, communicates goals and objectives to Company personnel, and oversees the activities of Field Sales Representatives related to Key Accounts. Ensures operational plans are effectively implemented.

Tracks revenue goals and contribution margins, oversees budget, and completes reporting requirements as scheduled. Meets or exceeds goal expectations and ensures that professional relations exist with resellers, third party suppliers, and external contacts. Keeps Senior Management well informed of area operations.

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 current retailer relationships to further 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 business reviews with customer to ensure annual growth target are achieved

Pricing & Promotion

• Lead development of the annual customer promotion plan working collaboratively with vendors and 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

Innovation

• 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
• Actively participate in UNFI and Industry trade shows and engage with vendors, brokers and retailers at shows to develop potential 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

Communication

• Maintains 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

Accounts Receivable

• Works 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:

• Post secondary education in Business, Management, Marketing or a related field, or an equivalent combination of experience and training

Experience:

• Five (5) 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 with 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 is required

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.

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