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Company info

National Accounts Manager - West Canada

Job location: 
Based out of Richmond, BC
Closing date: 
Friday, December 13, 2013

We are currently looking for a National Accounts Manager to join our Canadian Sales team.  This position will be accountable for the management and development of Nature’s Path major grocery channel business, consisting of a network of broker retail coverage, distributors and retail accounts to build revenues and increase market share.  The primary responsibility of this role will be to manage Sobeys on a National basis, Safeway and Tree of Life.

Critical outcomes for this role include: 

Achievement of pre-determined Sales and Spend Budget by:

  • Developing and implement a business plan and sales strategy for your assigned accounts to ensure attainment of company sales goals and objectives.
  • Identifying potential opportunities for total category growth through analysis and sales insights
  • Leveraging consumer and retailer data in fact based selling to provide value to customer and to improve retail perception of Nature’s Path being an expert in the Organic category
  • Initiating and coordinating development of action plans to penetrate new markets and to gain new distribution.
  • Providing excellent merchandising and category support to retail representatives
  • Accurately analysing sales trends to provide an effective demand plan (forecast) allowing for reduction in shorts and an improvement in overall service levels
  • Assisting in the development and implementation of marketing plans as needed.
  • Creating and understanding promotional budgets and activities for the assigned market/territory
  • Managing the internal tracking system to identify actual versus plan and works with Finance and Sales Support to target plan.
  • Collaboratively working with internal departments to effectively manage unauthorized and invalid deductions with your assigned accounts

Achievement of Broker and distributor management by:

  • Setting Promotional Planners and Goals for each of the assigned customers that are managed through a broker and/or distributor
  • Setting Sales and Spend Goals for each customer managed through a broker and/or distributor
  • Reviewing these goals quarterly along with setting additional goals.
  • Facilitating and ensuring broker responsibilities are understood, performance measurement objectives are identified, reviewed and monitored on an on-going basis in order to provide feedback on accomplishments and immediate action is taken to remedy shortfalls.
  • Providing training, support and evaluation of other sales personnel.

A commendable reputation of Nature’s path in the business community and public by:

  • Respectfully and capably represents the best interests of Nature’s Path in all internal and external dealings.
  • Requires the same standards from all staff in their internal and external dealings.
  • Exhibits professionalism with clients and enforces Nature’s Path values.
  • Maintains contact with all clients in the market area to ensure high levels of client satisfaction
Success in this role will require: 
  • Post-secondary diploma or degree in a related discipline preferred, or other job-related or equivalent business experience.
  • Minimum 7 years’ experience in sales in the Natural and/or Grocery Trade.  Specific Sobey’s experience extremely beneficial.
  • Experience in managing Brokers and/or distributors at a grocery level
  • Proven track record in a retail environment
  • Thorough knowledge and ongoing awareness of current sales and business development concepts and practices
  • Expert in Fact based selling and thorough understanding of data usage
  • Experience with broker networks and retail sales
  • High level of proficiency with Microsoft Office suite (Microsoft Excel, PowerPoint and Word).  Cognos/CRM knowledge is beneficial.
  • Ability to effectively communicate in an open and direct manner; conveys information clearly and concisely, with strong, written and verbal communication skills
  • Valid driver’s license and vehicle
  • Willingness and ability to travel up to 50%.