Key Account Manager, Western Canada
Calgary, Canada
9d ago

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

Customer Management

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

Preferred Requirements

  • Industry experience; high level of spirit / wine industry and product knowledge
  • About Brown-Forman : COMPANY :


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