Overview

• Job Title: Key Account Manager, Chocolate
  
• Direct Manager: Director of Sales, Foley's Candies
• Direct Subordinates: N/A
• Location: Ontario/Quebec
• Status: Permanent Full Time and Fully Remote

Mission

The Regional KAM – Chocolate will plan and lead sales activities in the market, considering the company's strategy and local market requirements. In close collaboration with Marketing, Group R&D and Business Units, he/she will help develop the position of Puratos Canada as the reliable partner in chocolate innovation in the bakery, patisserie and chocolate industry market, enabling the company to outpace the market and achieve its growth targets.

Mandate

• Comply with all local and national food safety and legal requirements.
• Perform all job responsibilities under the strictest guidelines of food safety standards.

Key tasks

Customer management

• Maximize the sales and profit growth potential by developing and implementing effective and creative sales strategies and plans.
• Leads and coordinate projects with all key stakeholders
• Develop and execute joint business plans with customers to deliver profitable growth.
• Communicate and consistently monitor progress of the execution of the key account strategies amongst trade customers with internal and external stakeholders.
• Prepare action plans for effective search of sales leads and prospects; Use CRM for leads and projects daily.
• Maintain close contact with all assigned customers to ensure proper follow-up of customer complaints and satisfactory resolution.
• Understand the customers' manufacturing operation systems, processes and policies to use their language for sales discussion.
• Define proper communication and follow up on service level agreements
• Work closely with product development and marketing personnel to develop new products and concepts.
• Identify needs and opportunities through a consultative approach

Sales Planning

• Set up account plan and forecast
• Execute business reviews (internal and external) as planned

Technical Support

• Present and implement innovations and tailor-made solutions, based on market trends and/or specific customer demands
• Ensure proactive support and fast reactive troubleshooting and technical problem solving at customers.

Budget management

• Ensure proper execution and tracking of the assigned accounts through close analysis of sales activities to ensure annual budget is achieved and exceeded.
• Control discretionary expenses to meet company profit guidelines.
• Manage pricing at customer level

Relationship and teamwork

• Understand how to facilitate team processes and appreciate the big picture.
• Maintain open communication with team members and other departments.
• Accept responsibilities with accountability and follow up.
• Display confidence in areas of personal character, commitment, organizational and selling skills, and work habits.
• Adhere to all company procedures, policies and business ethics.
• Display project management skills by working of cross-functional teams

Back ups

• Reporting Manager
• Customer Service Representatives

Key contacts

1. Customers
2. Reporting Manager
3. Other team members within Puratos

Requirements

1. Education

• University degree in commerce or food science.

1. Experience

• Minimum 5-10 years of proven successful sales track record.
• Experience in the food industry (chocolate, ingredients), B2B an asset
• Understanding of retail and food service markets.

1. Skills

• Bilingual in French and English is an asset for this role
• Capacity to define and articulate a market and a pricing strategy
• Sales negotiation and presentation skills
• Capability to build network of relationships in the industry; ability to be perceived as the subject matter expert.
• Basic knowledge of sales budgeting process, marketing techniques, production and distribution processes.
• Able to think logically around issues & tasks and provide solutions.
• Strong understanding of market dynamics and customer relationship management.
• Self-starter and able to work independently
• Experience in B2B Selling and Food Manufacturing Industry
• Solution-driven
• Proficient in MS Office.
• Excellent communicator with strong verbal and written communication skills.

1. Attitude

• Committed to adhere to company values
  • Collaboration
  • Integrity
  • Quality
  • Passion
  • Courage
  • Vision

1. Competencies

• Creative and passionate about sales and inspirational new concepts
• Strategic mind-set and action-oriented/hands-on problem-solving attitude
• Strong analytical capability, curious to identify new business opportunities
• Strong planning with structured approach and project management skills
• Good business understanding and commercial spirit
• Natural fluency in developing customer relationships
• Works independently and in teams as an excellent team builder/player
• Self-driven and dynamic with an international mind-set
• Ambitious and determined to achieve results and be part of a winning team
• Ability to influence internally/externally
• Solution-base selling, ability to understand complex/technical problems
• Willing to travel frequently within BC, Alberta, Ontario and USA

What Puratos offers

• Competitive salary, bonus and benefits.
• Rewarding career and growth potential worldwide.
• Challenges in an excellent international company.
• Fast pace and dynamic working environment.
• Continuous training in product technology and business principles.
• Be an integral part of a successful and profitable company.