Senior National Account Executive

Coca-Cola HBC; Toronto; On-site; CAD 90,000 - 120,000; Full time

Job summary

A leading beverage company in Toronto is seeking a Senior National Account Executive to drive customer value through market execution. This role requires managing senior-level customer relationships and delivering annual business plans. Ideal candidates will have at least 5 years of national sales experience in the beverage or consumer packaged goods sectors. Applicants should be experienced in pricing strategies, negotiation, and sales processes. The position offers an opportunity to work with well-known brands within a dynamic business unit.

Qualifications

• Must possess at least 5 years of national sales experience within the beverage or CPG industries.
• Ability to lead, prioritize, collaborate, and execute complex projects.
• Knowledge of third-party supplier/contractor culture/core competencies is required.

Responsibilities

• Responsible for delivering annual business plan and owns the stewardship of the value chain.
• Build and maintain strong senior-level customer relationships with key decision makers.
• Continuously monitor competitive information and identify opportunities for business growth.

Skills

Pricing Strategies

Contracts

Sales Process

Microsoft Office

Persuasion

Communication

Sales Cycle

Client Service

Key Accounts

Marketing

Negotiation

Waterfall Model

Education

Bachelor's degree or equivalent work experience

Job description

Overview

Our vision is loved brands, done sustainably, for a better shared future. As a Senior National Account Executive, you’ll work to drive customer value creation through best-in-class market execution through our Broker Sales Agency and collaborative business planning with Loblaws. We are looking for people that have a passion for building relationships and will be proud to be a representative of our brands. This role is on the Juice & Dairy business unit, accountable for exciting brands such as Simply, Minute Maid, Fruitopia, Fuze Iced Tea and Fairlife Ultra Filtered milk.

Responsibilities

• Responsible for delivering annual business plan (Net Revenue, Gross Profit, Volume, Market Share, Trade, OPEX) i.e. P&L results, and owns the stewardship of the value chain end to end for assign customers
• Communicate effectively cross-functionally within the team, Retail Sales, and with Business Unit associates
• Build and maintain strong senior-level customer relationships with key decision makers at customer organization
• Lead broker management in all key functional departments: merchandising, operations, finance, and marketing, and execute tactical plans to achieve Availability, Merchandising, Pricing, Space (AMPS) objectives
• Continuously monitor competitive information, analyze data and identify implications/opportunity for business growth
• Manage product mix and rate to deliver net revenue and gross profit ABP plan, build/submit incremental positive ROI proposals
• Effectively manage trade spend budget to deliver plan at assigned customers within brand pricing strategies
• Seek and execute collaborative promotional and merchandising opportunities across the total portfolio to maximize total beverage results
• Develop annual business plan for assigned customers/Regions, Provide “Voice of the Customer” feedback to Business Unit/ Brands to be incorporated into annual Plan
• Responsible for establishing measurable objectives, developing executional plans, and assessing performance of assigned broker and taking corrective action through business management routines and sales training
• Lead retail execution with Acosta and customer to deliver higher sales performance, correct execution gaps in marketplace for core and new items, and ensure that specific distribution, pricing, shelving and merchandising objectives are met or exceeded

Qualifications

• Bachelor’s degree or equivalent work experience is required
• Must possess at least 5 years of national sales experience within the beverage or CPG (Consumer Packaged Goods) industries, ideally within a Warehouse RTM
• The ability to lead, prioritize, collaborate, and execute complex projects.
• Relationship management (suppliers, contractors, bottlers) knowledge of third-party supplier/contractor culture/core competencies is required.
• Knowledge of supplier capabilities and performance to enhance and manage relationships is required
• Supply Chain operations and transportation expertise is needed, along with an understanding of warehouse route to market transportation planning and management
• Must possess the ability to seek alternatives and recommend best solutions that gain all parties support and lead to win-win results

Skills: Pricing Strategies; Contracts; Sales Process; Microsoft Office; Persuasion; Communication; Sales Cycle; Client Service; Key Accounts; Marketing; Negotiation; Waterfall Model