BeExtraordinary

At Andrew Peller Limited (APL), our mission is to be Canada’s #1 branded wine and
craft beverage company by delivering the perfect brand experience for every
lifestyle and occasion. Through our commitment to excellence, honouring our
roots, owning it, fostering belonging and driving to succeed, we inspire teammates to be extraordinary every day.
Who We Are
We are one of Canada’s largest and oldest wine companies with a rich heritage in quality winemaking.
We produce some of Canada’s most recognized brands and offer our teammates a challenging and rewarding employment experience.
We are hiring a senior Ontario Sales Manager for the API (Andrew Peller Imports) team. This role is responsible for building the Andrew Peller Import Agency business in Ontario. They will focus on building strong partnerships with key accounts (Ontario grocery partners, Big Box, Convenience and Gas, and the LCBO). This role enables the team to achieve sales objectives in retail, grocery, and On-premise by setting clearly defined sales targets drawing on market/field knowledge and customer and market data. This role is responsible to selling to ON grocery, and LCBO and we will require someone with either past consumer packaged goods or beverage, alcohol experience.

REQUIREMENTS

• University/College Degree or equivalent market experience
• Minimum 5 years key account experience required.
• Strong relationship and track record working and collaborating with the LCBO and Key Grocery/ Big Box retailers
• WSET II required, with ability to complete WSET III.
• Entrepreneurial mindset and way of work; independently driven.
• Proven understanding of optimizing routes to market, including doing so through an indirect Sales team.
• An experienced Sales / Business Leader with a proven track record of managing/negotiating positive results with senior level Key Account customers
• Account Management experience at a mid to senior level with demonstrated ability to create detailed action plans, prepare customer presentations and quarterly reviews.
• Previous experience and in-depth knowledge of customer management at a head office level
• Budget Management – P&L experience and business unit budget management and accountability required
• Strong customer orientation, possessing strong negation and mediation skills with the ability to motivate others to achieve mutually beneficial sales objectives
• Highly analytical with expertise in planning and administration
• Software: Word, PowerPoint, Excel, Outlook; Tableau knowledge an asset
• Ability to travel

• Responsible for managing sales and relationship for assigned Key Accounts. This includes achieving the assigned sales target, margin and trade spend associated with the category – aligned with the organization’s sales strategies
• Lead Key Account business planning and relationship building with key category contact - conduct monthly presentations, marketing recommendations, competitive comparisons and all reporting necessary to drive growth
• Maximize ROI and manage spending budgets to support objectives
• Formulate plans to obtain listings, distribution, shelf positioning and inventory levels for existing and new products
• Key point of contact with the customer Inventory Managers to ensure product flow and rapid replenishment
• Develop strong relationships with the customer’s Field Operations Team, presenting at District and Regional Meetings
• Recommend go to market strategy for Category in collaboration with Director, API
• Monitor, communicate and recommend solutions regarding competitive activities and developments to Director, API, Portfolio Managers, supplier and trade marketing contacts
• Guide and work with Trade Marketing and Marketing in the development, execution and post analysis of retail programs
• Maintain privileged and confidential information relating to APL
• Driving portfolio through indirect internal team (existing Retail and On-Premise teams). This to include setting targets, managing CRM tool, distribution points.
• Partner with Corporate Business Insights partner to ensure reports, sales tools and programming are provided to the team in a timely and effective manner.
• Work with internal APL stakeholders
• Ensure sales coverage is maximized for greatest sales and distribution potential in the Province.
• Set monthly, quarterly and annual KPIs for Field Team
• Champion usage of CRM in field, become a Subject Matter Expert
• Achieve distribution, shelf and display where applicable
• Drive the usage, adoption and improvement of Tableau in field
• Commit and plan for an average of 2 days per week in field with Territory Managers to develop, coach and motivate directs reports as well as to provide feedback to Director with any key information/trends observed in field
• Identify coaching opportunities and prepare reports for continuous learning
• Lead weekly conference calls and quarterly sales meetings to maximize communication and ensure flawless execution of key programs and priorities