Job Description :
Position Title : Key Account Manager, Western Canada
Location : Calgary, AB
Reports to : Sales Manager, Western Canada
Position Summary :
The Key Account Manager, Western Canada serves as the B-F team lead in identifying and developing key customer initiatives with Western Canada key accounts (regional liquor store chains in Alberta and Saskatchewan).
Works closely with local sales broker, PMA, to develop and implement strong, customer focused programs that enhance BF and customer profitability.
This position plays a pivotal role in managing B-F’s key account retail strategy and the activities of the local PMA Sales Team towards achieving the objectives for the provinces.
Key Responsibilities : Leadership
Demonstrated ability to build relationships and maintain effective working relationships with internal and external stakeholders
Holds the provincial PMA Sales Teams accountable for results and performance
Adopts Brown-Forman values (Integrity, Respect, Trust, Teamwork, Excellence) and behaviors (Be Curious, Be Courageous, Be Collaborative, Be Creative, Be a Champion) to lead the organization
Collaborates with peers, colleagues and management to share best practices within the team environment and to ensure programming consistency is being achieved.
Communicates with the BF Canada management team on an ongoing basis to ensure that regional strategies are understood and supportive of provincial brand and portfolio strategies
Responsible for developing and maintaining a true strategic partnership with assigned BF key customers
Assumes leadership role in understanding, developing and implementing key customer initiatives
Creates customer focused win-win initiatives that enhance BF and customer profitability
Manages the execution of National / Regional programs through broker account teams
Reviews data relevant to account / market / channel with PMA counterpart, trade marketing manager and channel analyst to convert insights to actions for key customer presentations
Leads / facilitates customer meetings at all levels within customer organization to brainstorm and gain agreement on joint initiatives
Develops customer plans and presentations; assumes ownership of attaining all relevant goals
Manages account budgets
Directs PMA analyst regarding establishing programming metrics, completing post-program analysis, and providing support documents for customer meetings
Conducts customer performance reviews in accordance with customer planning
Provides annual customer overview for Sales Manager and BF Canada Leadership Team
Communicates pricing and merchandising expectations to customer and brands
Planning and Analysis
Manages the development and implementation of retail goals (including KPI’s) and remedial plans with the key customers, for all B-
F products through aggressive marketing, sales planning, distribution, and execution strategies
Customer volume forecasting, brand investment analysis, promotional planning and analysis, competitive insights and pricing analysis.
Administers the collection and analysis of internal and external market information to provide actionable insights to the sales teams and management
Financial & operational reporting duties to Sales Manager, Western Canada, Canada General Director, Finance Manager & executive management
Champion the B-F sales effort by meeting objectives, building lasting trade relationship and working as required achieving success
Must have Requirements :
University / College degree and 3-5 years of sales / industry experience; or 7+ years of experience within alcohol beverage industry
Demonstrated knowledge of off-premise environment and three-tier distribution system.
Demonstrated ability to build relationships and maintain effective working relationships with top level account decision makers, distributors and all internal stakeholders
Ability to analyze and translate insights data
Demonstrated ability to think strategically
Computer literate with word processing programs such as Google Docs, Word, Excel and PowerPoint
Ability to work independently with little supervision self-motivated
Excellent oral, analytical and written communication skills
Strong organizational and planning skills
Ability and willingness to maintain flexible work schedules, as weekend and extended workdays are necessary
Must be able and willing to travel (by air and car) up to 50% of the time
About Brown-Forman : COMPANY :