Reporting to the Regional Director, Atlantic Canada, the Key Account Manager leads account management activities across the Atlantic provinces. They are responsible for building and maintaining strong relationships with the region's provincial liquor authorities: ANBL (New Brunswick), NSLC (Nova Scotia), NLC (Newfoundland and Labrador), and PEILCC (Prince Edward Island). Their mandate is to drive sales and revenue growth across Dandurand Group's Wine, Spirits, and RTD portfolios in Atlantic Canada while carrying out strategic commercial initiatives.
The role requires a solid understanding of each board's priorities and processes, developing business plans, and coordinating with internal teams and field sales to ensure customer satisfaction and get the most out of business opportunities in a diverse, multi-jurisdiction region.
Responsibilities
Key Account Management:
- Develop and maintain strong relationships with category, merchandising, and buying teams at ANBL, NSLC, NLC, and PEILCC by understanding their business objectives, identifying growth opportunities, and offering tailored solutions.
- Manage listing submissions, product calls, and tenders across all four boards, adapting to each jurisdiction's processes, timelines, and systems.
- Work with internal teams and supplier partners to develop account- and supplier-specific strategies and initiatives for the Atlantic market.
- Be accountable for meeting revenue, volume, and market share targets for the region.
Forecasting and Trade Spend Management:
- Develop and manage accurate sales forecasts by province, taking into account market trends, historical data, seasonality and current activities.
- Work with internal teams to align supply and distribution plans with board demand, including inventory planning around promotional periods and system transitions.
- Track promotional and trade spend budgets, including board promotional programs, making sure funds are used efficiently and deliver a return on investment while meeting profitability targets.
- Analyze sales data and promotional effectiveness to make informed recommendations for future sales and marketing strategies.
Customer Relationship Management:
- Act as the primary point of contact for the provincial liquor boards, responding to requests, resolving issues, and providing exceptional service.
- Conduct regular business reviews with each board, track account performance, and identify areas for improvement.
- Support relationships with private and agency retail channels where applicable, in partnership with the territory management team.
Market Analysis and Competitive Intelligence:
- Stay informed about industry trends, regulatory changes, market dynamics, and competitive activity in each Atlantic province.
- Conduct market research, analyze data, and provide insights that support decision-making and business growth.
Cross-Functional Coordination:
- Liaise with internal departments (portfolio management, marketing, operations, business intelligence, and finance) so that sales and marketing plans are carried out effectively in the region.
- Work closely with territory managers so that board-level programs are executed at store and licensee level.
- Coordinate product launches, promotional activities, and logistics to meet board needs and expectations.
Sales Reporting and Analysis:
- Prepare regular sales reports, performance analyses, and forecasts for management.
- Track key metrics by province and channel, identify trends, and develop action plans to meet sales targets.
Education and Experience
- Bachelor's degree in business administration, marketing, or equivalent.
- Minimum of five (5) years of experience managing a major key account or regional market.
- Experience in the consumer packaged goods (CPG) sector.
- Experience in the alcoholic beverage industry, particularly working with provincial liquor boards (a strong asset).
- Knowledge of the Atlantic Canada market (an asset).
Skills and Qualities
- Analytical ability
- Adaptability
- Building trusted relationships
- Effective communication
- Autonomy
- Creativity and innovative thinking
- Entrepreneurial mindset
- Ability to build value-based relationships
- Proactivity
- Planning and organization
- Developing joint business plans with customers
- Leadership and the ability to coach others
Additional Requirements
- Based in Atlantic Canada, ideally Halifax or Moncton.
- Regular travel within the region is required.
- Valid driver's licence
