Director of National Key Accounts - Royal Canin

Job description

Job Description: The Director of National Key Accounts leads four associates to service relationships & deliver business results at our largest customers, accounting for 80% of annual topline sales. Responsible for creating a winning go-to-market customer strategy through partnership with Marketing, Finance & SRM functions that deliver on our business objectives. The selected candidate will be a member of our Pet Specialty, Retail, and Omnichannel (PSRO) Leadership Team, crafting the ambition & culture of the division, and owner of our signature Step 2 (Demand) S&OP process working cross functionally to ensuring accurate demand projections. What are we looking for? Bachelor’s degree or diploma in Business or a related field. Exceptional verbal and written communication and interpersonal skills. 10+ years of Sales experience, ideally within the Consumer Packaged Goods (CPG), Pet or Vet Industries. 2+ years of direct people management and team leadership experience. Ability and willingness to travel approximately 20% of the time (Quebec). Bilingual proficiency in English and French is an asset. What will be your key responsibilities? Drive Business Strategy: Lead development and implementation of the customer strategy that transforms the entire business. Leads annual terms negotiations and cross-functional alignment. Effectively anticipates future consequences, trends and competitive landscape accurately. Business Operations : Ensures that all financial control procedures are followed (i.e. Account Trade Spending budget) with a focus on and collaboration with Finance, SRM and Marketing. Ensures understanding and leads the deployment of the operating plan within the customer organization via development and application of best practices. Talent Agenda: Build the functional capability and the engagement among local sales team. Provide thorough personal development plan objectives and reviews. Participate In MARS ONE talent conversation (FSLT member). Establish functional and leadership curriculum for each member of the team. Responsible for the planning and execution of the sales function training capabilities curriculum. Business Development: Personally, increase customer penetration through the development of relationships with key decision-makers at customers to create alignment with Royal Canin objectives/strategies which enable Key Account Managers to achieve all business segment objectives. Active participation in industry associations and conferences. Helps develop and deliver business segment sales strategies and initiatives to key customers by working collaboratively cross functionally (Marketing, Finance, Supply Chain, Corporate Affairs, Sci-comm, Digital), across region (NALT, US National Accounts peers) and across Mars segment (Veterinary Division, Mars Canada). Ensures that company policies and sales work processes are followed. Continually improves sales coverage, productivity, reporting and selling cost. Responsible for accelerating E-Commerce development of RC/EUK brands and implementing Royal Canin PSR online strategies. Sales Forecasting : Delivers sales volume and sales strategic objectives by business and ensures linkage with other customers. Provides customer sales forecasting by business segment. Provides input to enhance business segment operating plan objectives through high contribution to DMR in the S&OP process. What can you expect from Mars? Work with over 130,000 diverse and talented Associates, all guided by the Five Principles. Join a purpose driven company, where we’re striving to build the world we want tomorrow, today. Best-in-class learning and development support from day one, including access to our in-house Mars University. An industry competitive salary and benefits package, including company bonus. #LI-SL1 #LI-Hybrid The base pay range for this position at commencement of employment is expected to be between the below range CAD 168,448.00 - CAD 221,088.00. Please note: This job posting is for an existing vacancy. AI is used as a supporting tool in our recruitment process.