National Account Manager - West

Lindt & Sprüngli · Vancouver · CA$120,000–CA$145,000 (stated in the posting)

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Reporting to the Director, Sales, the National Account Manager leads the development and execution of customer strategies for Pattison Food Group and London Drugs. This role builds long-term relationships with customer and internal stakeholders, translates data and insights into commercially sound recommendations, and aligns cross-functional teams to achieve or exceed net revenue and profitability targets. Based in Vancouver, the role also provides day-to-day leadership, coaching, and direction to one Key Account Manager, ensuring strong account planning, disciplined execution, and capability development.

Responsibilities

Customer Strategy & Relationship Management

• Develop and execute annual customer business plans aligned with Lindt Canada's sales and marketing objectives across Everyday and Seasonal categories.
• Build and maintain strong relationships with key customer stakeholders across category management, merchandising, finance, supply chain, and store operations.
• Identify and secure growth opportunities related to distribution, assortment, pricing, promotions, merchandising, innovation, and in-store execution while helping shape broader customer strategies and commercial priorities.
• Lead customer meetings, joint business planning sessions, category reviews, and complex commercial negotiations with clear objectives and fact-based recommendations.
• Communicate account performance, risks, opportunities, and strategic recommendations to both internal and external stakeholders.

Financial & Commercial Leadership

• Own account net revenue, gross profit, and trade investment targets, exercising independent judgment while delivering sustainable, profitable growth.
• Develop and manage customer P&Ls, evaluate investment opportunities, and provide recommendations based on financial analysis and ROI.
• Monitor and manage trade spending, ensuring forecasts, accruals, claims, and deductions are accurate and aligned to budget.
• Partner with Finance and Revenue Management teams to optimize promotional performance and profitability.
• Identify performance gaps and implement recovery plans to achieve business objectives.
• Anticipate material customer, financial, supply, and execution risks, assess broader business implications, and recommend strategic solutions that protect long-term growth and profitability.

Forecasting, Analytics & Insights

• Lead account forecasting activities in partnership with Demand Planning, maintaining accurate forecasts across everyday, seasonal, and innovation portfolios.
• Analyze customer POS data, syndicated market data, financial reports, and internal insights to identify trends and opportunities.
• Present data-driven recommendations and business reviews to customers and senior leadership.
• Translate complex data into actionable commercial strategies.
• Leverage systems and tools including Excel, SAP, and TPM to manage forecasts, customer plans, and trade investments.

Leadership & Cross-Functional Collaboration

• Lead, coach, and develop a Key Account Manager through ongoing feedback, clear priorities, and development planning.
• Foster accountability and strong business execution through regular coaching and performance reviews.
• Partner closely with Marketing, Category Management, Demand Planning, Supply Chain, Finance, Revenue Management, and Field Sales teams to execute customer strategies.
• Support field execution by ensuring alignment on promotional programs, merchandising initiatives, and customer priorities.
• Build capability and succession readiness through coaching, feedback, development planning, and stretch opportunities.

Requirements

• Post-secondary education in Business, Commerce, or a related discipline, or an equivalent combination of education and experience.
• Minimum 5 years of progressive Consumer Packaged Goods (CPG) account management experience.
• Direct experience managing or supporting Pattison Food Group and/or London Drugs accounts.
• Strong forecasting and financial acumen, including customer P&L management, trade investment, profitability management, scenario analysis, and ROI evaluation.
• Proven ability to leverage customer, market, and financial data to develop insight-driven recommendations and business growth strategies.
• Demonstrated success delivering net revenue and profitability targets.
• Proven ability to handle changing priorities, solve problems, and make sound decisions that support long-term business success.
• Previous people leadership, coaching, or talent development experience.
• Advanced proficiency in Microsoft Excel and strong working knowledge of SAP and Trade Promotion Management (TPM) systems.
• Strong negotiation, category management, strategic planning, and customer relationship management skills.
• Excellent presentation, communication, and stakeholder management capabilities.

Preferred Qualifications

• Experience utilizing syndicated data sources such as NielsenIQ and retailer POS data.
• Strong ability to manage multiple priorities while maintaining attention to detail and execution excellence.
• A self-starter who can work independently from Vancouver while remaining highly connected to national and cross-functional teams.
• Collaborative leadership style with the confidence to influence stakeholders, challenge constructively, and drive accountability.

Rewards Package

The standard hiring range for this role is $120,000-$145,000 CAD per annum with a 20% performance-based bonus. The final agreement upon salary may vary based on market location and factors such as job-related knowledge, skills and experience.

We offer a competitive rewards package for our employees as well as a growth-oriented work environment. This includes not only the opportunity to sample our premium chocolate products but the following:

• Health and Dental Plan
• Retirement Savings Plan
• Employee Assistance Program
• Corporate Gym Discount Rates
• Wellness Program
• Chocolate!

Why Lindt Canada? Join our winning culture and become part of our team of passionate and dynamic individuals in our journey to become the leader in the Canadian chocolate market. Our environment characterizes personal commitment, drive, initiative and entrepreneurial spirit, working together as one team to reach outstanding results. We encourage, recognize and reward innovation, personal initiative, leadership and accountability throughout the organization. We are recognized as a Great Place to Work so come and grow your career with us, it’s a pretty sweet deal. To learn more about our winning culture, visit  https://careers.lindtcanada.ca and or follow us on LinkedIn 

Lindt & Sprüngli is recognized as a leader in the market for premium quality chocolate, offering a large selection of products in more than 120 countries around the world. During more than 170 years of Lindt & Sprüngli's existence, it has become known as one of the most innovative and creative companies making premium chocolate, with 12 production sites in Europe and the USA, and distribution and sales companies on four continents.

We thank all those who have applied, however, only selected candidates will be contacted.

Lindt is committed to providing accommodations for people with disabilities. Accommodations are available upon request. Please contact our Human Resources department for more information.

This position will involve the use of AI tools to help screen, assess, or select applicants. This posting is for a [newly created]/[existing] position.

#CORPORATE #SALES #LI-LINDTCA #LI-Hybrid #LI-DT1

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