Title:  Heineken Canada: Retail Key Account Manager

Retail Key Account Manager- Canada

Our Dream:  Accelerate profitable topline growth through the rejuvenation of our beer & beyond portfolio.

Our Purpose:  We brew the joy of true togetherness to inspire a better world.

Our Values:  Passion for consumers & customers.  Courage to dream & Pioneer.  Care for people & planet.  Enjoyment of life.

Role Objectives:

Reporting directly to the Sales Director of Heineken Canada, the Retail Key Account Manager (KAM) will help shape our strategy in this emerging channel.  The KAM will oversee our Independent Brand (IB) business portfolio through our secondary RTM.  This portfolio plays a key strategic role at Heineken Canada and represents a key driver of future growth.  Future growth needs to come from the emerging grocery and c-store channels; where a winning strategy must be built and executed.

The successful candidate must have a strong background in field sales and enjoy being in trade selling, coaching and learning.  A key aspect of this job will be liaising with our Ontario Distributor/Sales partner.  There will be a team led approach to driving sales of the IB portfolio, with frequent contact between partners.  The priority customers will be Grocery and C-Stores where the candidate will manage head office and store level relationships. 

The Ideal Candidate will reside in Canada; No Sponsorship opportunities at this time.

Key Accountabilities:

DISTRIBUTOR

• Build & implement annual customer business plans in collaboration with distributor.  Planogram development for each key retailer.
• Lead, educate and influence distributor on execution of brand strategy and positioning.
• In market sales and coaching days with sales team
• Monitor distributor sales execution via scorecarding
• Conduct product education sessions
• Development of trade & promo materials used in store

CUSTOMER

• Support/collaborate on customer meetings/pitches led by distributor
• Build strong and impactful relationships with key local stakeholders of the top retailers in grocery and c-store
• Develop a deep understanding of the sales calendar for each customer to identify listing, promo and trade opportunities
• Regular in market days at the store and head office level (min 2x/week)
• Competitive landscape monitoring

FINANCIAL

• Ensure annual volume and financial KPI’s are achieved
• Management of the Ontario Grocery ABTL budget
• Build and monitor IB sampling budget

PROCESS

• Regular sales and inventory monitoring with S&OP team to ensure accurate forecasting and WOC
• Support innovation planning
• Present monthly updates to Management Team on the Ontario IB retail business
• To ensure all process tools are used and developed to facilitate better sales forecasts, execution, and in store activation

Measures of Success:

• Achievement of Retail volume and share targets
• Annual GP Net targets exceeded
• Distributor execution scorecard results

Minimum Role Requirements:

• University or College degree with a focus on Business or Marketing
• 3- 5 years of experience in a related CPG Sales field; preferably within the alcohol industry
• Ability to interact professionally with senior levels of Key Accounts
• Distributor management experience is an asset
• Strong presentation skills to champion Key Account pitches
• Project management and organization skills to manage numerous priorities from each key account
• Ability to travel and work flexible hours which may include some evenings and weekends
• Strong experience in a marketing, sales or ON/Off trade role, with customer facing experience an asset
• Language: English required; French is a Major Plus)

Reports to:

• Sales Director, Heineken Canada

Key Contacts and Stake Holders:

• Internal
  • HCI Commercial sales team
  • Regional customer marketing team
  • S&OP team
• External
  • Distributors, LCBO, Grocery & C-Store OFF Trade customers