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McCormick Canada continues its long track record of growth and is a respected leader in the spice, seasoning, flavouring and specialty food industry. Our consumer products division serves retail grocery customers and emerging channels with Club House, Billy Bee and McCormick products, while our Custom Flavour Solutions division serves food service distributors and other respected food manufacturers across Canada. McCormick Canada is part of the world leader in spice and seasonings, McCormick & Company Inc.

The Power of People is one of our five pillars. It has been the foundation for McCormick's success for decades. There is something inspiring about working at McCormick. We have created an unusually dedicated workforce by fostering a culture of respect, recognition, inclusion and collaboration based on the highest ethical values. Without our employees, our success is not possible. Our commitment to our customers, our consumers and our employees is unsurpassed.

This role directs the strategic sales effort to maintain and grow the Canadian business within the North American Branded Food Service (NA BFS) division, focusing on key/strategic Canadian Distributor, Buying group, Contract Feeder and National Chain accounts, representing 60%+ of the $60MM CDN BFS business (Sysco, Sodexo, Aramark, Compass FoodBuy and select buying groups). Responsibilities includes formulation and execution of sales strategies and plans to achieve growth objectives at strategic accounts, negotiations (including price action), RFPs and contracts, and overall performance & profitability of accounts. Shared responsibility for achieving the NA BFS division sales growth & profitability.

Responsibilites include:

  • Develop and execute a strategic business plan to drive sales and profit growth at strategic customers (by increasing penetration and/or distribution) to meet/exceed annual and long term sales growth and profitability goals.
  • Direct the strategic sales effort to win and maintain business, with individual account responsibility for assigned major strategic Distributor/Buying Group and Contract feeder/National Chain accounts.
  • Maintain and active a robust sales funnel and provide sales input into IBP (Integrated Business Planning) process to optimize forecast accuracy.
  • Assist in development of sales targets and Division sales expense budgets and report on performance to budget/forecast monthly.
  • Network and build relationships at functional and senior leadership levels at key customers, across industry customer base and within McCormick NA BFS Sales team to build customer intimacy between McCormick and our customers and position McCormick for new sales opportunities.
  • Independently develop communications for senior level customer presentations on MKC's role as a valued supply partner.
  • Work with Sales/Marketing teams to execute plans nationally at focus accounts. Remove barriers for external sales force to accomplish goals and objectives, mobilizing resources across functions (Marketing, Finance, Culinary and Supply Chain) to optimize opportunities, results, and service.
  • Actively monitor account sales opportunities and performance utilizing effective tracking/reporting systems (Salesforce, EDW). Provide monthly reporting to Senior McCormick Leadership team on account Sales performance.
  • Identify opportunities to profitably drive growth and increase McCormick's market share. Collaborate with Marketing, Brokers/Sales, Culinary, Finance and Supply Chain teams to drive/capitalize on sales opportunities.
  • Act as primary McCormick negotiator with BFS strategic distributor/national account customers on RFPs, category reviews, new/revised contracts, pricing discussions, programs, terms, marketing support activity etc.
  • Fairly frequent travel across Canada to customer meetings/trade shows etc. and to support/manage brokers and regional account managers and to MKC US, as required.

Requirements of role:

  • BA - Business, Sales preferred
  • Acceptable driving record including valid driver's license required
  • 10+ years sales experience with 2+ years Senior Sales/Sales Management experience, preferably in the Food Service industry
  • Experience managing critical/strategic accounts to drive sales results. Strong interpersonal/communication/ presentation skills required to maintain and build strong industry connections, communicate internally and externally at all levels within McCormick and customers' organizations and work closely with the Marketing and Culinary teams to achieve business objectives. Exceptionally strong negotiation skills and business acumen to critically evaluate opportunities and overcome business challenges, including contract negotiations and pricing discussions. Understands key financial drivers and has developed effective systems to monitor accounts and division performance. Ability to independently form, lead and manage project teams to capitalize on business opportunities.
  • Proven track record and experience in developing sales strategies and plans to achieve division goals. Strong negotiation skills.
  • Proficient in MS Office applications including Word, PowerPoint and Excel; Salesforce.com and SAP/Excel EDW Analysis experience preferred.
  • MBA preferred

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