Sales Director – Chain Accounts

City : Montréal, Toronto

Province / State : Quebec, Ontario

Job description :

The Sales Director – Chain Accounts is responsible for the strategic and operational management of national and regional chain accounts. This role involves managing a team of Account Managers, collaborating closely with the commercial strategy and field sales teams, and coordinating with other key departments to achieve growth and profitability objectives. The incumbent plays a central role in developing strong client relationships, optimizing team performance, and executing the commercial strategy.

Key Responsibilities
Team Management

• Coach, mentor, and motivate the Account Managers team.
• Set clear objectives for the team and track progress.
• Foster a culture of collaboration, engagement, and excellence within the team.

Chain Account Management

• Develop and maintain strong relationships with key decision-makers in national and regional chain accounts.
• Oversee the negotiation of contracts, commercial parameters, and joint growth initiatives with clients.
• Ensure the execution of commercial agreements and closely monitor client performance plans.
• Drive profitable growth across all managed accounts.

Strategic Collaboration

• Work closely with the commercial strategy team to identify and capitalize on growth opportunities.
• Provide analyses, recommendations, and customer insights to support the development of the commercial strategy.
• Collaborate with the field sales team to ensure optimal execution of commercial initiatives at the store level.

Performance Analysis and Reporting

• Monitor and analyze KPIs for chain accounts and the team, including sales volumes, margins, and market share.
• Identify trends, performance gaps, and recommend corrective actions when necessary.
• Prepare and present performance reports and action plans to the Vice President of Sales and senior management.

Innovation and Commercial Initiatives

• Identify opportunities for innovation (products, services, or processes) tailored to the specific needs of chain accounts.
• Participate in the development and implementation of promotions, product launches, and marketing initiatives specific to accounts.

Skills and qualifications :

Technical Skills

• Strong negotiation and client relationship management skills.
• Proficiency in key account management concepts and B2B sales strategies.
• Ability to analyze sales data and derive actionable recommendations.
• Excellent command of sales management tools (CRM, analytics software, etc.).

Leadership Skills

• Proven experience in managing and motivating sales teams.
• Excellent communication and presentation skills.
• Ability to manage priorities and work under pressure in a fast-paced environment.

Qualifications

• University degree in Business Administration, Marketing, or a related field.
• Minimum of 7 years of experience in sales management (experience in the food industry is a plus).
• Experience in key account or chain account management.
• Bilingualism (French and English) is required to interact with clients and teams on a national level.

Working Conditions

• Position based in Montreal or Toronto.
• Frequent travel to meet clients and field teams.
• Dynamic work environment focused on collaboration and results.

If you are ready to take on this leadership role, please contact Richard Portelance at 514-312-EXEC(3932) poste 432. You can also send your cover letter and resume to rportelance@stratoexec.ca, indicating the job title in the subject line of your email.

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