Regional Account Manager – Canada

  • Regional Account Manager - Canada
    Wilton is a heritage US brand with a 90-year history in baking and decorating. After fifteen years of private equity ownership, the company was acquired by Dr. Oetker (family-owned German conglomerate) as an expansion into the US market. Eighteen months after the acquisition, Dr. Oetker and the new leadership are looking to define the future of Wilton brands to become the most important, influential, and successful cake and dessert brand in the USA.
    We have partnered with Wilton to help them find a Regional Account Manager - Canada to join the Direct Sales team. The Direct Sales Team is the primary lead for Channel & Customer strategy and growth, responsible for coordinating company priorities cross-functionally and with the Customer. 
    Within Direct Sales, the Regional Account Manager (RAM) is responsible for achieving forecast and market share goals in assigned account(s) through the development and implementation of business plans that include distribution, pricing, promotion, and shelf management.  The RAM serves as the key point of contact for all sales activities and serves as a business consultant to the customer.
    The RAM will be responsible for managing and developing sales for assigned and new accounts.  The incumbent will partner with internal stakeholders such as Product Development, Operations, Category Management, Marketing Services, Demand Panning, Sales Operations, and Sales Strategy to identify, process, and execute all business needs/opportunities.  The RAM will be responsible for program implementation and the day-to-day management of all required phases for assigned accounts within an established territory.  This includes customer business plans consisting of distribution, pricing, promotion, and shelf management strategies and objectives.
    • Achieve account(s) assigned budget (sales and profitability goals), in line with company strategy
    • New & Core distribution: grow existing business and explore new business development opportunities
    • Build annual customer plans and manage account relationships with internal and external stakeholders (including brokers, distributors and wholesalers)
    • Manage accounts’ day-to-day business activities which include frequent communication, forecasting, supply chain interaction, and other related sales needs
    • Develop sales and promotional plans and programs, while managing trade spend 
    • Incorporate knowledge of category management – Nielsen, Retailer POS data, NPD
    • Manage internal and external partnerships to include Wilton Cross-Functions, Brokers, Distributors, Wholesalers
    • Develop accurate financial and demand planning sales forecasts based on customer knowledge and ongoing business trends – working directly with Sales Operations.
    Education and Qualifications
    • A Bachelor’s degree in business or related field
    • 2-3 years of experience; consumer packaged goods experienced preferred with retail customers such as Metro, Sobeys, Giant Tiger, Save on Foods, Federated Co-op and Distributors, with specific focus on creation of grocery regional banner strategy, including Quebec.
    • A successful track record of building and maintaining strong relationships with customers 
    Skills and Experience 
    • Extensive knowledge working with/selling to grocery, mass, and drug retailers.
    • Demonstrated leadership in achieving outstanding sales results
    • Strong MS Office skills
    • Strong communication, presentation, organizational, and interpersonal skills 
    • Ability to analyze complex data and translate into actionable items 
    • Ability to deliver major strategic and initiative-based projects 
    • Ability to work in a fast-paced environment with rapidly changing priorities and tight deadlines 
    • Category Management experience a plus
    • Ability to negotiate successfully and to resolve conflict
    • Ability to deliver major strategic and initiative-based projects 
    • Developing and implementing customer strategy
    • Application and understanding of demand planning/logistics
    • Impacting and influencing the national marketplace
    Physical Demands/Work Requirements 
    • Professional office environment. This role is sedentary in nature and requires the ability to be seated at a desk for majority of the work day.
    • Valid driver's license required in Ontario

    Thank you in advance for your interest, only individuals deemed to have the skill set and experience to fit the role will be contacted.  


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