National Accounts/Business Development Manager (QSR Packaging)

HTI; Toronto; Remote; CAD 140,000 - 165,000; Full time

Job summary

HTI is seeking a National Accounts/Business Development Manager for the Canadian market. You will own the new business pipeline in QSR and convenience store channels, manage and grow existing accounts, and support the VP of Sales on market strategy.

The role requires travel and close collaboration with Supply Chain to align forecasts and stock planning. Submit candidates with a proven QSR sales track record, strong relationships with national buyers, and CRM proficiency to drive profitable

Qualifications

• 5+ years selling to QSR with national or key accounts.
• Established network across national QSR & convenience store chains.
• College degree in Business or related field.
• Proficient in CRM systems (Salesforce) and MS Office.
• Strong negotiation and relationship-building skills.
• Experience with distributors & purchasing partnerships in QSR.
• Understanding of regulatory landscape for food packaging.

Responsibilities

• Drive market growth and develop new business with national QSR chains and c-stores.
• Open doors with national buyers and convert opportunities to qualified deals.
• Collaborate with VP of Sales to execute Canadian market strategy.
• Maintain CRM data in Salesforce and prepare quotes/contracts.
• Manage existing Canadian customers and ensure retention of business.
• Coordinate with Supply Chain for forecasts and stock planning.

Skills

QSR sales

National accounts

CRM Salesforce

PowerPoint

Excel

Negotiation

Account management

P&L awareness

Relationship building

Education

College degree in Business

Tools

Salesforce

MS Office

Job description

HTI is assisting a global packaging company with their search for a dynamic National Accounts/Business Development Manager for the Canadian market. This company manufactures sustainable paper and cardboard food packaging products for the fast food restaurant (QSR) and convenience store industries.

Please note: Applicants must have experience selling products to the fast food restaurant (QSR) industry in order to be considered.

• Base salary range is CAD $140,000 - $165,000 / year (plus bonus up to CAD $40,000/year), depending on experience and education
• Remote role with the ability to work from home when not traveling for customer meetings or visits to the company’s manufacturing facilities
• This is a direct-hire, full-time permanent role with our client company
• Candidates must currently be located within the greater Toronto area
• Travel: ~25-40%

Requirements:

• Must have 5+ years of proven success selling products to the QSR industry, with recent ownership of national or key accounts; experience selling to convenience store chains is preferred.
• An established network of active buying relationships across national QSR and convenience store chains, including their purchasing organizations, with the ability to open doors and create qualified opportunities.
• Must have a college degree in Business or a related field of study.
• High level of professionalism and motivation.
• Familiarity with distributor partnerships and purchasing co-ops within the QSR industry.
• Ability to establish credible relationships with internal and external stakeholders at all levels.
• Sound analytical and problem-solving skills, with strong commercial judgment.
• Strong interpersonal, written communication, and presentation skills.
• Ability to manage competing demands and deliver on deadlines and sales targets.
• Sound negotiation skills.
• Proficient in CRM systems (Salesforce) and MS Office, including PowerPoint and Excel.
• Demonstrable business acumen and P&L awareness.
• A disciplined approach to business processes and pipeline management.
• Experience with food packaging for the fast food restaurant (QSR) industry.
• Familiarity with the regulatory landscape for foodservice packaging, including single-use plastics and PFAS restrictions.
• Experience working with supply chain, including import supply chains and their lead times.
• An understanding of commercial objectives and how the P&L can be impacted.

Summary:

The Business Development Manager - Canada will assist with expanding the company’s commercial presence in the Canadian market. This role owns the new business pipeline across QSR (fast food restaurants) and convenience store channels and manages and grows existing accounts, playing a key supporting role to the VP of Sales for North & South America in executing the Canadian market strategy. The role will be focused on converting established customer relationships into profitable, durable business while upholding the company’s reputation for delivering on its promise of quality and service to all internal and external customers.

Job duties include:

• Drive market growth and new business development pipelines and support the VP of Sales on major new business activity.
• Open doors with national QSR chains and convenience store retailers, drawing on established relationships with buyers and their purchasing organizations to create qualified opportunities.
• This role carries a high level of autonomy to develop alternative approaches and solutions, working closely with the VP of Sales to ensure all opportunities are developed and implemented.
• Navigate buying structures, including distributor partners and purchasing co-ops, and manage the dual relationship between brand and buying organization through RFP and contract cycles.
• Develop winning relationships through transparent communication with all key customer stakeholders across our accounts.
• Effectively manage existing Canadian customers (both global brands and local) and ensure positioning as supplier of choice with full retention of business.
• Position the company’s sustainable packaging range against evolving regulatory requirements, restrictions on single-use plastics and PFAS, and against customer sustainability commitments.
• Develop and maintain baseline and promotional forecasts for all accounts and manage stock levels and aged stock targets with the Supply Chain team, allowing for import lead times when required.
• Raise RFQs and IQs through Salesforce, with authority to quote customers. Maintain active customer information in Salesforce and work with the Customer Service team to drive efficiency and improve sales outcomes.
• Develop and play the lead role in quarterly review meetings with active customers, targeting continuous improvement and new business opportunities at every review.
• Ensure excellent relationships with key external customers and their purchasing and distribution partners.
• Prepares pricing database maintenance forms, quality complaints and credit notes.
• Analyze performance and trends in the Canadian market to identify opportunities for account growth and operational efficiency.