National Account Manager - West

Ghirardelli Chocolate Company; Vancouver; Vor Ort; CAD 110.000 - 150.000; Vollzeit

Zusammenfassung

Lindt Canada seeks a National Account Manager based in Vancouver to lead development and execution of customer strategies for Pattison Food Group and London Drugs. You will build long-term relationships, translate insights into action, and align cross-functional teams to meet revenue and profitability targets.

You will coach a Key Account Manager, manage forecasts and P&Ls, and partner with Marketing, Finance, and Demand Planning to optimize execution and growth.

Qualifikationen

• Post-secondary education in Business, Commerce, or a related discipline, or an equivalent combination of education and experience.
• Minimum 5 years of progressive Consumer Packaged Goods (CPG) account management experience.
• Direct experience managing or supporting Pattison Food Group and/or London Drugs accounts.
• Strong forecasting and financial acumen, including customer P&L management, trade investment, profitability management, scenario analysis, and ROI evaluation.
• Proven ability to leverage customer, market, and financial data to develop insight-driven recommendations and business growth strategies.
• Demonstrated success delivering net revenue and profitability targets.
• Proven ability to handle changing priorities, solve problems, and make sound decisions that support long-term business success.
• Previous people leadership, coaching, or talent development experience.
• Advanced proficiency in Microsoft Excel and strong working knowledge of SAP and Trade Promotion Management (TPM) systems.
• Strong negotiation, category management, strategic planning, and customer relationship management skills.
• Excellent presentation, communication, and stakeholder management capabilities.

Aufgaben

• Lead customer strategy, relationship management, and annual business planning for Pattison Food Group and London Drugs.
• Develop and execute annual customer business plans aligned with Lindt Canada's objectives.
• Build relationships with key stakeholders across categories, finance, supply chain, and store operations.
• Lead meetings, joint business planning sessions, and complex negotiations with clear objectives.
• Communicate performance, risks, opportunities, and strategic recommendations to stakeholders.
• Own account P&Ls, manage trade investments, and optimize promotional performance and profitability.
• Forecast accurately in partnership with Demand Planning across portfolios.
• Analyze POS, market data, and internal insights to identify trends and opportunities.
• Translate data into actionable commercial strategies and recommendations.

Kenntnisse

Forecasting

Financial analysis

Negotiation

Category management

Customer relationship management

Leadership / coaching

Stakeholder management

Presentation skills

Data-driven decision making

Ausbildung

Post-secondary education in Business or related discipline

Tools

Excel

SAP

TPM (Trade Promotion Management)

Jobbeschreibung

Reporting to the Director, Sales, the National Account Manager leads the development and execution of customer strategies for Pattison Food Group and London Drugs. This role builds long-term relationships with customer and internal stakeholders, translates data and insights into commercially sound recommendations, and aligns cross-functional teams to achieve or exceed net revenue and profitability targets. Based in Vancouver, the role also provides day-to-day leadership, coaching, and direction to one Key Account Manager, ensuring strong account planning, disciplined execution, and capability development.

Responsibilities

Customer Strategy & Relationship Management

Develop and execute annual customer business plans aligned with Lindt Canada's sales and marketing objectives across Everyday and Seasonal categories.

Build and maintain strong relationships with key customer stakeholders across category management, merchandising, finance, supply chain, and store operations.

Identify and secure growth opportunities related to distribution, assortment, pricing, promotions, merchandising, innovation, and in-store execution while helping shape broader customer strategies and commercial priorities.

Lead customer meetings, joint business planning sessions, category reviews, and complex commercial negotiations with clear objectives and fact-based recommendations.

Communicate account performance, risks, opportunities, and strategic recommendations to both internal and external stakeholders.

Financial & Commercial Leadership

Own account net revenue, gross profit, and trade investment targets, exercising independent judgment while delivering sustainable, profitable growth.

Develop and manage customer P&Ls, evaluate investment opportunities, and provide recommendations based on financial analysis and ROI.

Monitor and manage trade spending, ensuring forecasts, accruals, claims, and deductions are accurate and aligned to budget.

Partner with Finance and Revenue Management teams to optimize promotional performance and profitability.

Identify performance gaps and implement recovery plans to achieve business objectives.

Anticipate material customer, financial, supply, and execution risks, assess broader business implications, and recommend strategic solutions that protect long-term growth and profitability.

Forecasting, Analytics & Insights

Lead account forecasting activities in partnership with Demand Planning, maintaining accurate forecasts across everyday, seasonal, and innovation portfolios.

Analyze customer POS data, syndicated market data, financial reports, and internal insights to identify trends and opportunities.

Present data-driven recommendations and business reviews to customers and senior leadership.

Translate complex data into actionable commercial strategies.

Leverage systems and tools including Excel, SAP, and TPM to manage forecasts, customer plans, and trade investments.

Leadership & Cross-Functional Collaboration

Lead, coach, and develop a Key Account Manager through ongoing feedback, clear priorities, and development planning.

Foster accountability and strong business execution through regular coaching and performance reviews.

Partner closely with Marketing, Category Management, Demand Planning, Supply Chain, Finance, Revenue Management, and Field Sales teams to execute customer strategies.

Support field execution by ensuring alignment on promotional programs, merchandising initiatives, and customer priorities.

Build capability and succession readiness through coaching, feedback, development planning, and stretch opportunities.

Requirements

Post-secondary education in Business, Commerce, or a related discipline, or an equivalent combination of education and experience.

Minimum 5 years of progressive Consumer Packaged Goods (CPG) account management experience.

Direct experience managing or supporting Pattison Food Group and/or London Drugs accounts.

Strong forecasting and financial acumen, including customer P&L management, trade investment, profitability management, scenario analysis, and ROI evaluation.

Proven ability to leverage customer, market, and financial data to develop insight-driven recommendations and business growth strategies.

Demonstrated success delivering net revenue and profitability targets.

Proven ability to handle changing priorities, solve problems, and make sound decisions that support long‑term business success.

Previous people leadership, coaching, or talent development experience.

Advanced proficiency in Microsoft Excel and strong working knowledge of SAP and Trade Promotion Management (TPM) systems.

Strong negotiation, category management, strategic planning, and customer relationship management skills.

Excellent presentation, communication, and stakeholder management capabilities.

Preferred Qualifications

Experience utilizing syndicated data sources such as NielsenIQ and retailer POS data.

Strong ability to manage multiple priorities while maintaining attention to detail