Key Account Manager

PMA Canada Ltd.; Calgary; Hybrid; CAD 90,000 - 130,000; Full time

Job summary

PMA Canada Ltd. seeks a highly driven Key Accounts Manager to grow our beverage portfolio in Alberta and Saskatchewan from our Calgary base.

You will craft strategic plans, strengthen retailer relationships, and deliver measurable business results through effective programming and partnership development. The role requires 5+ years in beverage alcohol sales with proven stakeholder management, a post-secondary business degree, and a valid Canadian driver’s license.

Qualifications

• Strong analytical skills and ability to interpret sales performance data.
• Excellent communication and negotiation skills for customer programming.
• Ability to develop and execute strategic business plans for major accounts.

Responsibilities

• Develop and execute strategic customer plans to drive profitable growth.
• Strengthen PMA's portfolio across major retail accounts in Alberta and Saskatchewan.
• Forecast, negotiate programming and manage budgets for key accounts.

Skills

Analytical skills

Commercial acumen

Persuasive selling

Customer relationship management

Education

Post Secondary Degree in Business

Tools

MS PowerPoint

MS Excel

Job description

About Peter Mielzynski Agencies LTD “PMA” and the Mission

PMA Canada’s Mission is to become The Best Drinks Company in Canada.We represent an enviable portfolio of leading premium spirits, wines and beer brands including: Glenfiddich, Grants, Gibson’s, Hendricks, Two Oceans, Jägermeister, Innis & Gunn and many more.We are a privately held company founded in 1979 by Peter Mielzynski Sr., and to this day we pride ourselves on building brands and providing Service Excellence for our Suppliers, Customers & Consumers.

Company Values

Be Proud

We are proud of our brands, our heritage, and our commitment to service excellence in everything we do.

Be Responsible

We are responsible and accountable for our work as individuals and collectively as one team.

We collaborate across all aspects of our business.

We foster a forward thinking and innovative culture that recognizes the need for innovation and continuous improvement.

Be Professional

We value integrity, transparency, delivering on our commitments and having constructive debate within a team working culture.

Be Sustainable

We always do the right thing for our business, for each other and our community.

We embrace our differences and work together to make us stronger.

Think Long Term

We understand our actions today need to drive long-term success and this gives us a competitive advantage.

About the Key Accounts Manager Role

The Key Account Manager is responsible for developing and executing strategic customer plans that drive profitable growth, expand distribution, and strengthen PMA's portfolio across major retail accounts in Alberta and Saskatchewan. Reporting to the Director of Sales, Alberta & Saskatchewan, this role requires a commercially driven individual who can build strong customer partnerships, identify growth opportunities, negotiate effective programming, and deliver measurable business results.

• Annual NSV & Depletion Outcome vs Target by Brand Expression
• Minimum Execution Standard (MES) Outcomes vs Target by Brand Expression
• Shopper Conversion Driver (SCD) Outcomes vs Target by Brand
• Trimester MES | SCD Targets Development by Brand Expression & Banner for Lockdown Meetings
• Biweekly Business Unit Performance Review Sessions with the Regional Sales Director
• Monthly Scorecard on Key Business Metrics & Competitive Gaming
• Annual Customer Development Business Plan by Category
• Collaborative Phased Monthly Shipment Forecast by SKU
• Investment Control within Budget by Brand Expression
• Other duties as required.

Behavioral Competency Requirements

Accountability

Customer Centricity

Transparency

Inspection of Expected Results

Ownership of the Business

No Blame Fixing

Management Competency Requirements

• Outcome Orientation
• Business Performance Management & Reporting
• Interpersonal Effectiveness
• Workflow Management
• Judgement & Decision Making
• Rapid Capability Building
• Strategic Thinking & Awareness

Effective Customer Relationship Development

• Commercial Acumen
• Persuasive Selling
• Phased Shipment Forecast Development
• Strong analytical skills, understanding sales performance, identifying opportunities and negotiating effective customer programs

Knowledge Competency Requirements

• RTC | The PMA Way of Selling
• Alberta & Saskatchewan Provincial Beverage Alcohol Regulations
• Canadian Beverage Alcohol Industry Rival Ways of Working
• Effective Working Knowledge of Sales Force Automation Tools
• Effective Working Knowledge of MS Power Point & MS Excel
• AGLC ProServe Certified

Experience & Other Requirements

• Minimum 5 Years of Beverage Alcohol Sales or CPG Experience
• Minimum 6 Years Experience in Key Account Management (Beverage Alcohol or CPG)
• Post Secondary Degree in Business
• Well Demonstrated Track Record of Managing Complex Customer Relationships
• Well Demonstrated Track Record of Managing Stakeholders
• Hybrid Working Environment based in Calgary
• Valid Driver’s License with Fully Insured & Reliable Transportation
• Must be Legally Able to Work in Canada
• Must be of Legal Drinking Age

Physical Demands

• Frequent Hand Motion to perform various duties
• Occasional Immediate Reaching, Minimal Overhead Reaching to perform various duties
• Occasional Standing and Occasional Walking for short amounts of time to perform various duties
• Extended Sitting for Long Periods of Time at Desk or Workstation to perform various duties
• PMA Canada is committed to providing equal opportunity and accessibility in its recruitment process.If you are selected for further consideration and require accommodation to participate in this recruitment process, please advise your Talent Acquisition partner