National Account Manager – Western

National Account Manager – Western Canada

Location:

Calgary OR Vancouver (Delta office)

Welcome to Lactalis Canada! We’re proud to be Canada’s #1 branded dairy company and to be consistently recognized as one of the country’s top employers by Forbes.

Our purpose is to enrich and nurture the lives of Canadians by offering the best of dairy from Canada’s favourite dairy brands like Cracker Barrel, Black Diamond, Balderson, Astro and Lactantia.

In fact, our products can be found in over 90% of Canadian refrigerators in any given time. As part of Lactalis Group, the world’s leading dairy company, we remain focused on innovation and quality and are seeking like-minded individuals to join us as we continue our growth journey.

Our flexible hybrid work model accommodates 40% remote work, adapting to the evolving needs of our workforce. Step into a collaborative hub with our revamped office, and enjoy free parking, endless coffee, delicious Lactalis snacks, an on‑site gym, and more!

The National Account Manager is accountable and responsible for managing all aspects of the business relationship including negotiating category agreements, pricing, data integrity, and communication with the field sales team on branded and private label products for a national customer.

• 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 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,…