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Posted October 2nd

Manager, Key Accounts Alberta

Edmonton, AB

19145759 839927492825786 2836369581571903881 n

Employer

Corby Spirit and Wine Limited

Industry

Distributor and Manufacturer

View Full Profile

Posted October 2nd

Manager, Key Accounts Alberta

Edmonton, AB

Function

Sales

Experience

Mid-Level

Type

Full Time

About The Position
Under the direction of the Commercial Manager AB Chains, the Key Account Manager - AB is accountable to deliver against customer sales targets and KPIs in a portfolio of retail Key Accounts within the province of AB and SK.
Corby’s portfolio of owned-brands includes some of the most renowned brands in Canada, including Wiser's Canadian Whisky, Lamb's Rum and Polar Ice Vodka. Through its affiliation with Pernod Ricard S.A., Corby also represents leading international brands such as ABSOLUT Vodka, Chivas Regal, Glenlivet, Ballantine’s Scotch Whiskies, Jameson Irish Whiskey, Beefeater Gin, Malibu Rum, Kahlua Liqueur, Mumm Champagne, Jacob's Creek, Wyndham Estate and Stoneleigh wines.  An overview of the entire Corby portfolio shows over 5,000,000 cases sold annually, with Corby being a significant importer of wines and having an approximate 21 percent market share of spirit sales in Canada.

Why work at Corby? Because we are a great place to work! And we’re not the only ones who think so. Corby was named one of Canada’s Best Workplaces for 7 years by The Great Place to Work® Institute Canada, based on employee survey results and an audit of workplace excellence and people management practices.

Position Summary: 
Under the direction of the Commercial Manager AB Chains, the Key Account Manager - AB is accountable to deliver against customer sales targets and KPIs in a portfolio of retail Key Accounts within the province of AB and SK.  In addition the Key Account Manager will work closely with the AB/SK Sales and Merchandising Team to ensure ‘best in class’ execution of agreed in-store sales and merchandising programs. The ideal candidate for this role will live in Calgary or be open to relocation.

 Responsibilities:
  • Collaborates with key internal Stakeholders (Commercial Manager AB Chains and Retail Trade Marketing Manager), as well as, Key Account customer contacts to develop and execute an Annual Business Plan by Key Account.
  • Delivers against Key Account sales targets and other KPIs as outlined in the Annual Business Plan.
  • Defines business fundamentals (E.g. Distribution, Shelf, Price, Promotion and Display) by brand/sku and by Key Account customer and ensures ‘through the line’ communication to the Sales Team. 
  • Regularly assesses performance against business fundamentals and develops plans, in collaboration with Commercial Manager, Retail Trade Marketing Manager and Key Account customer, to close any identified gaps.
  • Works closely with Sales Team through regular (4+ times per month) in-field ‘work withs’ to understand issues and challenges, as well as, current types and levels of competitor activity.
  • Develops and cascades monthly objectives by brand/by sku by and by Key Account customer and ensures they are loaded into ACE.  Delivers an average 95% ’Win’ rate for all closed objectives in ACE.
  • Manages Key Account A&P budget, through regular tracking and reporting of A&P spends, by brand by activity by Key Account.
  • Partners with Retail Trade Marketing Manager and Business Analysts for post evaluation analysis of performance of executed plans and programs.
  • Leverage Category Management, as well as, Consumer and Customer Insights to develop competitive advantage.
  • Collaborate and Assist Supply Chain teams with forecasting of promotional items and new listings.
  • Performs other duties, as required.

Key Competencies:
Market & Environment
Ability to develop and maintain a deep knowledge of the business landscape and environment evolutions (legal, supply chain, tools…): key players (competitors, other consumer brands companies, key customers,), distribution channels – including their distinct go to market strategies – and category trends, in order to maximize business opportunities
  • Analyses external market data (including consumers and retailers panels) to adjust action plan
  • Understands competitors strategy on his / her area of responsibility
  • Makes daily business decisions through the understanding of key growth levers of the category
  • Understands customer segmentation
     
Portfolio, Brands & Products
Ability to develop and maintain a deep knowledge of Pernod Ricard’s brands and their positioning within the competitive landscape to be able to coordinate portfolio and channel strategy, and to offer adequate solution to stakeholders (customers, consumers, opinion leaders, international distributors, internal stakeholders,…)
  • Knows Wine & Spirit universe, and especially PR products, their history, elaboration, production, consumption modes
  • Differentiates our brands & categories vs. competitors’, promoting PR products’ main characteristics, taste and other qualities
  • Executes the portfolio / brand action plan in his/her area of responsibility, applying distribution guidelines
     
Commercial Strategy & Planning
Ability to define, implement and get alignment behind a commercial plan, in line with PR Strategy, which takes into account the short and long term view and the characteristics of the local market environment
  • Builds forecast (short- and mid-term) and conducts SWOT analysis based on his/her understanding of market & customer trends
  • Implements main action plans at local level on his scope (distribution channels & customers), taking PR strategy into account
  • Implements consistent trade terms structure and investment level, suitable with customer issues
     
Drive for Sales Results
Ability to assess, recommend, implement and evaluate effectiveness of commercial activities (sales force, promotion, account investments,…) in order to optimize commercial performance and ensure excellence in execution
Sets appropriate business objectives / targets on his/her perimeter and strives to deliver against them
  • Develops and recommends more comprehensive corrective action plans and rolls them out on his/her perimeter
  • Identifies key causes of underperformance vs objectives (or over performance) and defines adequate action plans
  • Takes into account both current commercial activities assessment and his/her deep knowledge of the shopper / consumer to suggest the adequate commercial activities (including the 4P) to be implemented
  • Engage and motivate teams behind the common vision and ensure delivery of objectives
     
Negotiation skills
Ability to manage customers’ needs and requests through appropriate negotiation cycle & techniques, in order to achieve Pernod Ricard’s objectives. 
Understands more complex customers’ business stakes and environment (multi-channel, complex organization and processes, buyer demands, supply chain,)
  • Takes customers objections and influences negotiation process to ensure successful closing
  • Uses the resources and techniques (including persuasive story telling) to reduce the gap between PR and customer’s demands
  • Understands the meaning of customers behavior and reactions during a meeting, and adjusts his/her strategy if needed
  • Manages stress and potential hostility
     
Influencing & Networking
Ability to establish and develop mutually beneficial and trusting business relationships with key internal / external stakeholders, through cooperation, integrity and with strong interpersonal & presentation skills
  • Gets the right collaboration (& support) and develops influential relationship with key internal stakeholders and customers in line with PR Values, to influence positively the way of doing business
  • Plans regular meetings and actions with customers to develop a privileged working relationship
  •  Comfortably deals with people at all levels of the organization (internal & external)
  • Anticipates potential conflicts and reaches the right stakeholders to try and resolve it
  • Adapts his/her presentation techniques to audience’s characteristics
  • Understands client’s organization and identifies customers’ key stakeholders
     
Contracts, Prices & Trade Terms
Ability to assess, design, manages, monitor and optimize contracts, consistent prices and trade terms in order to drive PR profitability and sustainable growth
  • Demonstrates a good understanding of contracts structure and framework
  • Knows PR products prices and retail selling price on his/her market and their positioning against competitors’ products
  • Understands the structure of trade terms (incl. GTT) and pricing
  • Gathers data about competitors trade terms and pricing strategies
     
Consumer / Shopper Insight
Ability to capture and exploit strong consumer / shopper understanding and trends to develop actions appealing to consumer needs (promotion, merchandising, animation, testing, assortment, sales opportunities, outlet activities,)
  •   Understands and keeps updated on major characteristics of consumer / shopper profile, motivations and behaviour
  • Understands PR category segmentation within his / her portfolio (basic concepts, trends,) and knows the levers PR uses to address them (promotion, merchandising, animation, etc.)
  • Integrates consumer / shopper insight outputs in his/her commercial actions (e.g. provide arguments to KAM ...)
  • Observes and discusses with consumers / shoppers in touch points
     
Analytical Thinking
Ability to consider all appropriate information, break things down and determine cause and effect relationships to make effective recommendations and develop operational actions
  • Analyzes multiple information sources, filters and summarizes them and outlines key issues
  • Makes multiple recommendations, weighing pros and cons of different alternatives
  • Anticipates and assesses consequences of several alternative options
     
Organization & Planning
Ability to prioritize tasks and to manage efficiently time and resources in order to track and optimize the activity in a changing environment
  • Manages his / her working time proactively, managing priorities and respecting deadlines
  • Identifies and recommends areas for improvement in terms of organization
  • Updates the information and adjusts organization in reaction to environment changes
  • Uses planning tools to monitor activities
     
Financial Acumen for Sales
Ability to integrate revenue and profitability aspects within sales activity to generate greatest ROI within budget guidelines
  • Demonstrates an overall understanding of company’s vision, priorities and financial objectives
  • Demonstrates basic understanding of PR Financial vocabulary (Contributive margin, Net sales, ROI, A&P…)
  • Monitors forecast & results vs the allocated budget
  • Understands volumes, net sales data and product mix implications
     
Preferred Education and Experience:
  • 5+ years related sales experience, ideally managing a portfolio of retail Key Accounts.
  • Previous consumer packaged goods or beverage alcohol sales experience would be an asset.
  • University degree with a focus on Business, Finance or Marketing would be ideal.
  • Strong interpersonal skills with prior experience in building strong customer relationships and a history of delivering against sales targets.
  • A self-motivated individual who has strong time management and organization skills.
  • A team player, who enjoys working in collaboration with others and who has experience in working in a ‘matrix’ structure.
  • The individual must be able to travel when necessary (3-4 nights per month) and work some evenings and weekends as required.
  • Strong computer skills, advanced knowledge of Excel and PowerPoint
  • Must have a valid driver’s license.

We welcome and encourage applications from individuals from all groups, including aboriginal, women, visible minorities, and persons with disabilities, regardless of race, ethnicity, sexual orientation, creed, family status, national origin, age and gender.   

Corby Spirit and Wine Ltd is committed to providing accessible employment practices that are in compliance with the Accessibility for Ontarians with Disabilities Act and the Ontario Human Rights Code. Should you require accommodation during any phase of the recruitment process or wish to view our accommodation policies, please contact the Human Resources Department at Accessibilty.Canada@pernod-ricard.com

Thank you for your interest in Pernod Ricard and its subsidiaries, Corby Spirit and Wine Limited and Hiram Walker & Sons Ltd. All resumes submitted will be reviewed by our recruitment team and kept on file for six months in consideration for this and future opportunities. Please note that only those applicants selected for an interview will be contacted. Please do not contact provincial offices directly as all recruitment is coordinated through the Corporate Office in Toronto.
Location
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Edmonton, AB
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