Sr. Key Account Manager

Key Accountabilities & Responsibilities:

• Driving Strategic Sales growth for Riverside Natural Foods
• Demonstrate and uphold Riverside’s Core Values, mission, and vision.
• Help to establish RESPECT and confidence with customers. Build and strengthen relationships across customers.
• Educate customers on product attributes and benefits while displaying HUMILITY.
• Build relationships within multiple levels of the customer organization. Develop and manage collaborative partnerships and ownership of joint business plans with key customers.
• Develop and drive strategic plans to meet or exceed revenue goals. Have high engagement with customers to collaborate and partner during the planning process.
• Provide key inputs for demand planning - own the bottoms-up forecast for the SOP process for each account owned. Properly manage forecasting on an accurate and consistent basis.
• Compile and review quantitative sales data and react rapidly to changing trends or new competitive threats and opportunities. Have a close pulse on environment and proactively have plans to support customer and Riverside brands.
• Create and present customer specific presentations to support customer category growth and Riverside growth, enabling them to tactically execute against plans.
• Develop customer-specific programs to drive strong velocities.
• Discover medium- and long-term opportunities. Offer solution based selling approach.
• Ensure execution against planning tactics of:
• Assortment: Close gaps/expand distribution on Priority Core and Innovation SKUs
• Merchandising: Create in-store impact with disruptive off-shelf merchandising displays during key promo periods that support RNF strategies, tactics, and programs
• Pricing/Promos: Work with retailers on pricing guidelines & guardrails as communicated through Sales Planning & Strategy (on everyday pricing and promoted)
• Shelving: Work Closely with Category Management team to understand best shelving principles to share with retailers
• Present all Innovation in a timely manner, creating plans for effective speed-to-market.
• Collaborate on marketing programs with customer and Riverside Marketing team.
• Effectively manage trade spend against assigned trade budgets.
• Follow trade compliance and deduction support process. Manage trade payments and deductions in a timely manner.
• Communicate account activity/results via internal processes.
• Conduct quarterly business reviews with accounts. Send out monthly updates to both internal team and customer.
• Drive strong partnerships and engagement (monthly connects, quarterly reviews, KPI tracking, etc.)
• Demonstrate OWNERSHIP by managing customers as if they were your own.
• Full understanding of customer and competitive market.
• Attend designated trade shows and events as needed.
• Keeps the work atmosphere FUN by keeping it light and welcoming.
• Any other duties as assigned.
• Travel as required up to 25% of role

Skills & Abilities:

• Demonstrable success at creatively solving problems and implementing those solutions.
• Must have strong presentation, negotiating and listening skills
• Strong TEAM player with Energy, PASSION, ambition, competitiveness
• Outstanding organizational, and time management skills
• Intermediate level of computer and technical skills with an emphasis on MS Office Suite
• Ability to adapt communication style based on the audience. Ability to communicate in a clear and professional way, both written and verbal
• Tech savvy with apps and sales related software
• Proven ability to build and maintain productive relationships with key business partners.
• Proven ability to make decisions based on a mixture of information, analysis, experience, and judgement.
• Adept and Agile in working through business analytics and navigate business financials.

Sales Competencies:

• Negotiations
• Resiliency in Selling
• Trade Marketing/Financial Acumen
• Business Analytics
• Customer Specific Solutions
• Depth of Customer Knowledge
• Forging Strategic Partner Relations
• Industry Knowledge
• Influencing Through Communications

Education & Qualifications:

• University Degree in Business or a related discipline strongly preferred
• 7-10 years of progressive sales experience. Experience in the organic / health food industry a plus.
• French language (intermediate or fluent) an asset