About the role
Own the commercial relationship and growth strategy for Loblaw Companies Limited and Shoppers Drug Mart, delivering profitable sales growth through strong customer relationships, strategic planning, assortment, distribution, promotion and execution.
Key Responsibilities
- Own the Loblaw and SDM customer business plans and annual JBP.
- Build strong relationships with merchants and category directors and key customer stakeholders in Supply Chain.
- Deliver sales, gross profit and distribution targets.
- Develop customer-specific strategies across pricing, promotion, assortment, distribution and velocity.
- Lead annual and promotional planning, while managing/ensuring trade investment delivers strong ROI.
- Identify new listing, distribution and category growth opportunities.
- Analyze customer performance, including sales, GP, distribution, velocity, trade and promotional results, and turn insights into actions.
- Lead customer presentations, negotiations, and business reviews.
- Partner with Marketing on customer-specific brand and activation plans.
- Provide commercial assumptions and customer inputs to Demand Planning/Operations and proactively flag supply or inventory risks.
- Coordinate cross-functionally with Finance, Operations, Demand Planning, Marketing, Customer Service and Regulatory to deliver customer commitments.
- Own resolution of customer issues and ensure timely follow-through internally.
Key KPIs
- Net sales vs. target
- Gross profit / margin
- Distribution and velocity
- New listings / incremental doors
- Trade spend and promotional ROI
- Forecast/input accuracy
- Customer relationship and JBP delivery
- Service level / issue resolution
What We’re Looking For
- 5+ years CPG/retail account management experience.
- Experience managing major Canadian retailers; Loblaw/SDM experience strongly preferred.
- Strong commercial, analytical and negotiation skills.
- Experience managing customer P&Ls, trade investment and promotional programs.
- Ability to build senior customer relationships and influence cross-functionally.
- Strategic thinker who is equally strong at execution.
- Highly accountable, proactive and results oriented.