Director of National Key Accounts - Royal Canin

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.

• 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.
  

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.

• 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.

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