Job Locations CA-ON-Mississauga
    Posted Date 3 weeks ago(4/5/2018 11:23 AM)
    Job ID
    Account Management/Client Services
  • Overview

    This position is responsible for the sales of our client’s core brands at major grocery retailers. This position will function as the Company’s primary representative for these retailers, having a high degree of autonomy and accountability for sales volume/profitability for this customer. 

    Our client is a large international, Dairy based company with popular leading brands bought by nearly 400 million consumers in over 130 countries.  Our client’s ambition is to double its size in North America over the next couple of years.

    This position will be responsible for growing our Client's business within the Retailer faster than the category and the Retailer themselves. Responsible for creating and sustaining Client satisfaction by assisting in the development of Annual Business Plans and owning Client’s execution strategies with the Retailers they are assigned. In addition, drives Client growth across Brands & Services through a comprehensive and deep knowledge of the Retailer’s operation and merchandising strategies and through unparalleled insight, effective fact based selling, relationship management and execution.


    Essential Duties and Responsibilities:

    • Own the development and maintenance of strong relationships with both Clients and Customers within a given geographic region, including a complete understanding of their annual goals and objectives.
    • Present targeted strategic Client plans to build effective and efficient brand promotion strategies and strengthen brand activation based on customer knowledge.
    • Accountable for the execution of strategic plans for all Client’s brands to Retailers within the defined geography. Key areas include sales, share, distribution, promotion, pricing, merchandising and financial management.
    • Responsible for ongoing Client & CROSSMARK communication, engaging in proactive, ongoing communications to provide status, opportunities, manage expectations and needs associated with achievement of Client’s Business plan.
    • Consistently and exclusively use Client’s trade tool as the business planning, communication and execution framework to drive consistency and efficiency internally, as well as visibility and intelligence to the Client and across positions internally with regard to Promotions and Trade Fund Management.
    • Manage the trade budget to achieve budgeted sales volume and profitability expectations of all products.
    • Clearly identify opportunities for the company at customer and elaborate proper action plan.
    • Assist Business Account Manager(s) and others in the development of targeted strategic Client plans to build effective and efficient brand promotion strategies and strengthen brand activation based on customer knowledge.
    • Provide direct input and assist in preparation for Client & Customer Business Reviews and where appropriate, participate in the presentation.
    • Execute an effective marketing & sales strategy; analyze the competitive landscape, define a course of action and meet the needs of the company and the customer.
    • Provide sales forecast and communicate weekly volume and spending information.
    • Will negotiate trade terms and programs with retailer in an effective and efficient manner.


     Additional Requirements:

    • Retailer knowledge and gaining the respect of the retailer
    • Understanding of our Client's & Retailer strategies
    • Clear understanding of Client expectations & annual Sales Objectives
    • Understanding & communicate insights that drives positive results & outcomes
    • Fact-Based Selling Skills
    • Professional Attire, Trusted Advisors


    Performance Metrics:

    • Trade Fund Management & execution of annual Sales Plan
    • New Item acceptances in accordance with client standards
    • Existing Client growth (targeted revenue $/sales volume)


    Knowledge, Skills and Abilities:

    • Communication skills, including listening, presentations, written and verbal skills
    • Superior People Management Skills
    • Insights-based, consultative selling and negotiation skills
    • Intermediate Cat-Man knowledge, including but not limited to the “4 Ps”
    • Business acumen and intelligence, including market and industry trends
    • Good organizational and time management skills
    • Customer service orientation
    • Ongoing professionalism and ability to handle pressure


    Education:  Bachelor’s degree preferred or a minimum of 5 years ‘experience in the CPG industry preferred


    Experience:  7-10 years of successful sales experience, 5+ years of Customer Business Manager experience (preferably with a major grocery retailer)


    Physical Demands: Ability to bring sample products to the account calls


    Specific Skills: PC knowledge and skills in Word, Excel, PowerPoint and email. Communication skills, including listening, presentations, written and verbal skills. Insights-based, consultative selling and negotiation skills; Intermediate Microsoft Office skills including Excel with pivot tables, Word, Outlook, PowerPoint


    Specialized Knowledge, License, etc.:  A valid driver’s license


    Supervisory Responsibilities: None


    Working Conditions:  Office, Regional Office and Field environment

    Travel Requirements: Ability to travel within Canada for Customer, Client or Company meetings on an as needed basis.

    Language Skills: English is the primary language skill, however bilingual skills may be required based on business necessity.


    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed above are representative of the knowledge, skills and/or abilities required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.


    Crossmark is committed to providing accessible employment practices and welcomes applications from people with disabilities. If you require accommodation for a disability during any stage of the recruitment process, please let us know.



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