National Account Manager – Western

Job Title

National Account Manager – Western Canada

Location:

Calgary OR Vancouver (Delta office)

• Build and oversee the execution of national sales strategies for Lactalis categories that maximize volume, profitability and share results across Canada.
• Provide advice and guidance in the development of the Lactalis and the customer’s Annual Business Plans for branded & private label by validating future trade strategies and identifying opportunities and potential risk. Ensure follow-up of the strategic execution and achievement of agreed upon the Plan.
• Grow and establish robust relationships with customers at the senior level to ensure success of execution plans, develop product segments, and increase the value proposition of the business.
• Lead the resolution of issues that may be escalated beyond the Key Account Manager level and liaise with internal departments where applicable.
• As owners of the P&L; for their customer groups, monitor financial results and consumer consumption data/market analysis. Make recommendations to customize strategic plans based on what’s working and what challenges exist to drive opportunities, mitigate risk, and maximize resources (e.g. marketing methods, managing product mixes) to achieve agreed targets.
• Present category reviews to National Buying office/ Central Procurement at time of business reviews or launch of new product by analyzing internal, customer specific and market data. Develop presentations and include input from cross-functional team members for presentations. Identify issues and opportunities to further develop Lactalis business results.
• Implement price increases by coordinating information with Lactalis Trade Marketing and Key Account Managers and submitting to National Buying office. Act as liaison between customer and Trade Marketing to finalize price.
• Accountable for all customer forecasting, deductions and KPI initiatives through the support of direct and indirect cross functional teams.
• Act as liaison between the customer’s National Buying office and Lactalis sales team (i.e. Regional Sales Managers, and Field Representatives) to communicate information/data (e.g. pricing, product codes) and issues.
• Negotiate product category agreements with the customer’s National Buying and Procurement office as required. This includes conducting category reviews, developing formal financial proposals, interaction with Lactalis Regional Sales Managers/Key Account Managers, recommending pricing strategy and obtaining agreement from Trade Marketing, Marketing and Finance.
• Lead in establishing Lactalis as a preferred supplier in assigned categories on a national basis by negotiating agreements either as preferred or exclusive based on the opportunity and corporate priorities and maximize the Lactalis portfolio availability within the customer.
• Work with the Private Label team to develop new and existing private label products for customers. This includes negotiating price, product type, formula, and coordinating information and needs between trade marketing and the customer, coordinating packaging development and packaging transition, implementing price increases and following up on price discrepancies.
• Lead and motivate an engaged team through activities such as recruitment, coaching and development, effective performance reviews, providing ongoing feedback, determining training and development needs, establishing goals and priorities, and providing clear direction aligned to strategic priorities. Contribute to growing employee engagement and recommending action plans to increase overall sales team engagement.

• Ability to maintain effective interpersonal relationships.
• Ability to communicate effectively in both oral and written form.
• Ability to handle difficult and stressful situations with professional composure.
• Ability to exercise sound judgment in making critical decisions.
• Ability to recognize, analyze, and solve a variety of problems.
• Ability to work effectively in a cross-functional team environment.
• Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership…