National Account Manager, WD/Distributor

Wakefield Canada - Montréal, QC (30+ days ago)

Apply Now

ORGANIZATION SUMMARY:
Wakefield Canada Inc., is a privately owned Canadian company that markets, distributes and manufactures category leading products for the automotive, commercial heavy-duty and industrial markets including Castrol, the #1 brand of passenger car motor oil in Canada, and the “Super Clean” cleaner-degreaser brand.

In 2020, Wakefield will celebrate its 15th anniversary as the exclusive Canadian marketer of Castrol lubricants. With coast-to-coast distribution and warehousing, and a large dedicated sales force, Wakefield provides exceptional service and innovative solutions to more than 5,000 customers in all segments, including retailers, warehouse distributors, automotive and heavy duty jobbers, franchised and independent installers, quick lubes, fleet companies, new car dealers and Original Equipment Manufacturers (OEM).

Wakefield Canada Inc. is recognized as a Platinum Member with the Canada's Best Managed Companies program. This accomplishment puts Wakefield amongst the best-in-class of Canadian owned and managed companies, demonstrating clear strategy and vision, capability, and commitment to talent.

JOB SUMMARY:
The purpose of the National Account Manager, WD / Distributor is to maximize sales and profit for assigned accounts and enable new growth and distribution through the national WD network. The incumbent will primarily be responsible for the strategic customer development of Uni-Select and Napa including the pursuit and enablement of sales growth across Canada. This role will develop and implement account sales strategies for national WDs and lead the execution within the aftermarket and commercial channels. They will be responsible for working with Regional Sales Managers and field sales against regional network development and account opportunities, engaging the required Wakefield resources (sales, marketing, senior management) to effectively develop and close opportunities, and ensure excellence in partnering and servicing new key accounts to Wakefield. In partnership with Marketing, this position will be accountable for ensuring that the program offering and product positioning evolves appropriately to the evolving marketplace for the unique needs of the accounts in their channel.
The role will be located in the Greater Montreal Area.

KEY ACCOUNTABILITIES:
  • Develop and execute comprehensive strategic account plans that help achieve business objectives for both Wakefield and the customer. Drive revenues, profits and market share by developing target key accounts, a pursuit strategy for each key account, and identifying/navigating complex decision-making networks within accounts.
  • Ongoing oversight and key account management responsibility for key account performance, problem-resolution, broadening/deepening planning at highest levels of excellence, working collaboratively with Wakefield resources to ensure premium customer experience with Wakefield organization.
  • Engage and enable regional sales management and the field sales force to prioritize sales activity and tactics regionally, ensuring a coordinated selling approach and enabling new business.
  • Partner with marketing and senior Wakefield leadership to develop and deliver compelling customer presentations, and/or unique offerings as appropriate to individual account pursuit. Align internal resources and build consensus on customer solutions which are aligned to Wakefield's strategic objectives. Ensure ongoing partnering with Supply Chain to ensure clear plan for ability to deliver against sales commitments during proposal development.
  • Target new partnership and program opportunities with defined prospect list to develop new growth for Wakefield.
  • Ensure consistent framework of legal contracts supporting general product offering, and accountable for engaging appropriate Wakefield decision-makers to adapt for unique circumstances as required.
  • In partnership with Marketing, responsible for the development and execution of program offerings unique to key accounts or prospects, working as appropriate with the appropriate cross-functional resources, to build market momentum and secure market share.
KEY COMPETENCIES:
  • Must be bilingual (English and French).
  • Demonstrated seasoned key account development (national/significant) and account management skills and abilities.
  • Strong presentation, written, and oral communication skills required for interaction with internal and external clients.
  • Strong financial acumen and negotiating skills.
  • Conceptual and strategic thinker.
  • Energetic, motivated, enthusiastic, and driven by results.
  • Demonstrated excellence in customer relations at all levels within complex organization.
  • Ability to creatively solve problems with a mutually beneficial result for client and Wakefield.
  • Proven ability to multi-task, prioritize, and manage varied, time sensitive workloads.
  • Customer focused and dedicated to exceeding the expectations of internal and external clients.
  • Direct Managerial / Supervisory Responsibility
  • No direct reports; demonstrated ability to influence without authority and leverage sales resources reporting directly to Wakefield Sales Managers.
  • Education / Experience:
  • Bachelor's degree in Business Administration with a specialization in Marketing or a related field.
  • Minimum of 8 years' experience in Sales or Marketing with experience in complex account development. Experience selling and implementing new initiatives with major accounts in this channel is an asset.
  • Demonstrated ability to develop and manage large B2B and B2C accounts.
  • Proven account development, onboarding, and account management skills including strategic planning and execution, creativity, communication, and administration.
  • Proficient at generating specific customer-based opportunities through regional and national analysis.
  • Excellent Microsoft Suite experience. Experience using a CRM preferred. Willingness to learn and manipulate customer specific software to provide insight into the business and identify gaps and areas for improvement.
DIRECT MANAGERIAL/SUPERVISORY RESPONSIBILITY:
  • No direct reports; demonstrated ability to influence without authority and leverage sales resources reporting directly to Wakefield Sales Managers.
EDUCATION/EXPERIENCE:
  • Bachelor's degree in Business Administration with a specialization in Marketing or a related field.
  • Minimum of 8 years' experience in Sales or Marketing with experience in complex account development. Experience selling and implementing new initiatives with major accounts in this channel is an asset.
  • Demonstrated ability to develop and manage large B2B and B2C accounts.
  • Proven account development, onboarding, and account management skills including strategic planning and execution, creativity, communication, and administration.
  • Proficient at generating specific customer-based opportunities through regional and national analysis.
  • Excellent Microsoft Suite experience. Experience using a CRM preferred. Willingness to learn and manipulate customer specific software to provide insight into the business and identify gaps and areas for improvement.
WORKING CONDITIONS:
  • National/International travel as required.