National Key Account Manager

Who are we?

UNFI is the leading distributor of natural, organic, and specialty foods in North America! We're on a journey to transform the world of food for our customers, suppliers, associates, and the families we serve every day. Our mission is simple: 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 (who LOVES food as much as we do!), this opportunity at UNFI Canada may be right for you. Read on!

Position: National Key Account Manager

Job Type: Full Time

Schedule: Monday to Friday

Language Requirements: English

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

Location: Vaughan, ON

Annual Salary: $90,200 - $105,000

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.

Job Responsibilities:

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 retailer relationships to 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 customer meetings to review financial results, present innovation and discuss executional strategies.

Pricing & Promotion

• Lead development of the annual customer promotion plan working collaboratively with vendors/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 opportunities.
• Actively engage with vendors, brokers and retailers at UNFI and Industry trade shows to drive 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.
• Identify and prospect new category relationships via cold calling, networking, and professional contacts.

Forecasting

• Work closely with demand planners / category managers / directors – internally and externally in order to meet retailer and UNFI fill rate expectations.
• Forecast, tracks, and manage topline sales and margin profitably for UNFI and the retailer, by period and quarter.

Communication

• Maintain 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.
• Manage and coach Key Account Analyst(s) on the customer team on key business functions.

Accounts Receivable

• Work 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/Certification(s):

• Post Secondary Education in Business, Management or a related field preferred.

Experience:

• Minimum seven (7) 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 within 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.

Reasons to apply to UNFI Canada:

• Compensation includes a salary range of $90,200 - $100,000
• Sales Bonus plan and Car Allowance offered
• Health and Dental Benefits package offered on Day 1!
• Paid vacation and sick days!
• Employee discount on natural and organic foods!
• Flexible schedule
• Friendly and helpful team!
• And last, but not least, the opportunity to be part of a meaningful organization that does meaningful work. Join UNFI's mission in providing healthier food choices! #BetterforAll #DeliverTogether!

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.