The National Account Manager is responsible for growing sales and profitability across their assigned major accounts (national retail chains). Working in close collaboration with the National Accounts Director, he/she develops and maintains solid, long-term business relationships with buyers and decision-makers, and ensures the execution of Garant's commercial strategies in store.
RESPONSIBILITIES
§ Develop and maintain long-term strategic partnerships with buyers and decision-makers at assigned major accounts.
§ Develop an annual business plan by account and produce monthly reports including sales results, profitability, market share, trends and growth opportunities.
§ Negotiate annual price agreements, sales conditions and promotional programs with buyers.
§ Monitor account profitability and optimize promotional investments to maximize margin.
§ Analyze POS sales data and market trends to identify growth opportunities and propose tactical adjustments.
§ Ensure merchandising execution at retail customers — product placement, quantity and display in store and in warehouse.
§ Prepare and present new products to key buyers, highlighting competitive advantages to drive new listings and stimulate sales.
§ Develop and implement innovative promotions to drive in-store sales and increase Garant product visibility.
§ Manage sales forecasts by account and collaborate with Supply Chain to ensure service levels and minimize out-of-stocks.
§ Track key performance indicators by account (service level, sell-through, markdown rate) and propose corrective actions as needed.
§ Work closely with Marketing, Supply Chain and Finance to ensure execution of product launches and seasonal initiatives.
§ Gather and analyze competitive intelligence and customer program information, and share findings with management.
§ Actively participate in trade shows and customer events to represent Garant, promote products and develop business relationships.
§ Produce sales reports and ensure rigorous updates of tracking tools.
QUALIFICATIONS
§ University degree in business administration, marketing or a related field.
§ Minimum 3 to 5 years of experience in key account management in the national mass-market retail sector.
§ Proven experience in commercial negotiation and account profitability management.
§ Intermediate to advanced proficiency in Microsoft Office (Excel, PowerPoint, Outlook).
§ Knowledge of supplier portals (EDI, retailer buying portals), an asset.
§ Bilingualism French/English, an asset.
PERSONALITY TRAITS
§ Strong results orientation and well-developed business acumen.
§ Excellent negotiation skills and ability to manage commercial relationships.
§ Ability to analyze POS sales data and formulate clear recommendations.
§ Autonomy, rigour and organizational skills in managing multiple accounts.
§ Excellent oral and written communication skills.
§ Customer-focused approach with a long-term partnership mindset.
§ Ability to thrive in a fast-paced environment where priorities shift rapidly.
§ Strong merchandising and go-to-market skills.
