KEY ACCOUNT MANAGER, Convenience & Gas Channel, Canada - CPG HYBRID SALES ROLE
Description and reporting line
As a key member of the sales team, the Key Account Manager (KAM) – Convenience & Gas, will play a crucial role in the development of the brand within this very important channel. While KAM roles mainly focus on execution of the business strategy within their customer base, the ability to convert that business strategy into retailer specific strategies and strategies that delivers a win (business) / win (retailer) / win (consumer) outcome, will be the difference maker. While being able to work independently, the ideal candidate recognizes the importance of collaborating with other departments to create an incredible retailer and consumer experience. Primary objective of the KAM is to drive sales strategy through the assigned customer base. KAM’s are directly responsible for the relationship, sales results and trade spend budget for their customer base. Tasked with driving growth through long term sales drivers, including: maximizing distribution, increasing share of shelf, improving quality of brand presence within planograms, expanding reach into seasonal / limited time offer segment, increasing secondary display presence and promotional efficiency and effectiveness. Strategic thinking with strong analytic skills is required to put forth a robust business plan and achieve KPI results. Solid skill set in communication and presentation skills required to secure buy in, from both external and internal stakeholders, is crucial to this success in this role.
This position reports to a Director of Sales
Employee supervision: None
Location: Toronto - Canada
PLEASE NOTE: This role requires prior CPG account management experience within the Gas and Convenience channel. While we appreciate your interest, in the interest of managing time, please note that only candidates with this experience will be considered.
Key Responsibilities
- Developing and sustain solid relationships with account base, at all levels
- Achieve KPI’s through execution of account plans and brand strategies
- Manage trade funds to support marketing and promotional plans
- Accurate forecasting for a dynamic category
- Monitor market, category, channel and consumer trends and maintain data on competitor activity within account base
- Regular meetings, trade visits and contact with account base
- Collaborate with internal teams to align with brand and category objectives and develop go-to-market retail strategies that deliver executional excellence
- Develop and implement annual business plans including volume objectives, trade spend requirements, and strategies which are consistent with brand and corporate objectives
- Provide post-promotional analysis to understand ROI and competitive activity
- Coordinate and communicate all relevant account program information to key internal stakeholders to achieve desired results (such as: planogram compliance, display placement, promotional execution, in-store inventory, bookings and pricing)
- Solve unanticipated issues during planning / execution
- Maintain an accurate and current pipeline of opportunities and provide real time visibility of such to management
Key Performance Indicators
- Achieve sales targets, both volume and value
- Achieve numeric distribution targets
- Achieve secondary display placement targets
- Deliver on exception promotional plans while staying on budget
Key Qualifications
- Strategic thinker with hands-on capability
- Ability to tell a holistic story
- Demonstrated ability to negotiate and influence outcomes with both internal and external stakeholders
- Excellent long and short-term forecasting abilities
- Working knowledge of trade promotion management
- High motivation as well as passion and strong learning/ adaptability
- Open minded, flexible with strong self-motivation
- Innovative and solution-oriented mindset
- Attention to detail in execution and follow up
- Pro-active, with high personal responsibility
- Strong analytical skills
- Excellent communication, presentation, negotiation, networking skills
- Thorough understanding of the retail landscape in Canadian Convenience & Gas channel
- Required Experience: 3+ years Key Account Management in Canadian CPG / FMCG
- Strong Microsoft Office Skills (Word, PowerPoint, Excel and Outlook)
- Work location: Toronto (Hybrid)
- Travel required: up to 25%
- Fluent written and spoken English is essential; French is a plus
