Job Description

Position Title: National Account Manager

Position Type: Regular - Full-Time \xe2\x80\x8b

Position Location: Toronto HQ

Requisition ID: 26698

Summary:

The National Account Manager will own the development and execution of Gordon Food Service (GFS) business to maximize growth for this high priority customer. Reporting to the VP of Foodservice for McCain North America, this role supports a critical business line through managing all aspects of the direct selling process across our total portfolio. In addition to oversight for GFS, you will also lead McCain Foods\xe2\x80\x99 business relationship with other national account chain restaurant customers and activate plans in collaboration with McCain direct salesforce and cross-functional teams across the US and Canada.

Essential Duties and Responsibilities:

Gordon Food Service:

• Become expert in GFS\xe2\x80\x99 strategy, business objectives, organization, and decision-making process. Be the primary face to GFS Canada, corporate and sites, as well as foster cross-functional relationships broadly to fully realize enterprise selling.
• Effectively negotiate and maintain GFS contracts, maximizing value to drive volume, share and profit growth for McCain.
• Create, execute, and manage business plans to consistently overdeliver volume and net sales targets, as well as annual Key Performance Indicator (KPI\xe2\x80\x99s) objectives. Coordinate activities with and through McCain Field Sales, Category Management, Marketing and GFS using annual planning calendars to meet all established timelines.
• Create annual sales budgets that deliver McCain AOC and cascade through the sales organization. Focus on high sales performance across all markets to exceed GFS\xe2\x80\x99 performance expectations.
• Focus on prioritizing activities and customer targets leveraging both corporate and local GFS relationships as well as internal cross-functional teams to enable flawless activation.
• Lead McCain/GFS Joint Business Plan (JBP) and Quarterly Business Review (QBR) process, scorecard, and action register to ensure mutually agreed objectives are met.
• Manage Trade Spending programs and T/E in a cost-effective manner to ensure spending is in line with budgets.
• Ensure McCain Field Sales organization conducts proper opportunity pipeline in all GFS markets and leverage McCain CRM to track and measure success.
• Demonstrate principled leadership within the collaborative and team-oriented environment always striving to do business the right way on behalf of GFS.

National Accounts:

• Consistently deliver volume and profit growth targets for assigned customers.
• Utilizing a consultative approach, the National Account Manager must take a strategic approach to selling, identifying the needs of the customer, and deploying the appropriate internal resources.
• Develop and execute customer specific plans and strategic selling programs to successfully exploit market opportunities.
• Possess a strong working understanding of customer\xe2\x80\x99s strategy, organization, menu, marketing, R&D, and decision-making process.
• Generate opportunity pipeline to include new business acquisition, existing business expansion, and custom product development.
• Coordinate new product development initiatives from concept ideation to launch. Act as cross-functional project liaison to ensure strong communication and eventual sales success.
• Manage contract negotiations, RFPs, and pricing with individual customers for optimal outcome.
• Closely interface with key McCain business functions to include Marketing, R&D, QA, Supply Chain, and Finance.
• Penetrate customer organization at multiple levels and across key functions including Purchasing, Supply Chain, Marketing, R&D, QA, etc.
• Develop and deliver impactful customer presentations & business reviews to positively shape customer strategy and provide insights & solutions for profitable growth.
• Positively represent McCain at various customer conferences, seminars, and meetings.
• Ensure strong fiscal responsibility by managing within budgets and optimizing ROI.

Qualifications:

• Bachelor\xe2\x80\x99s Degree
• Minimum 5+ years National Account sales experience; Foodservice Industry is preferred
• Marketing experience is beneficial. Ideally, strong working knowledge and relationships with assigned national account customers
• Must be proficient in the use of computers for Word and Excel (spreadsheets), Microsoft Outlook and PowerPoint Presentations
• Excellent oral and written communication skills
• Strong analytical skills with the ability to leverage data to make decisions
• Self-starter with the ability to make informed, independent judgments with proven ability to negotiate and communicate at all levels of an organization

McCain Foods is an equal opportunity employer. We see value in ensuring we have a diverse, antiracist, inclusive, merit-based, and equitable workplace. As a global family-owned company we are proud to reflect the diverse communities around the world in which we live and work. We recognize that diversity drives our creativity, resilience, and success and makes our business stronger.

McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to meet your needs.

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Job Family: Sales
Division: NA Sales
Department: \xe2\x80\x8bCAN Foodservice Sales \xe2\x80\x8b
Location(s): CA - Canada : Ontario : Toronto

Company: McCain Foods (Canada)

McCain Foods