Senior Key Account Manager

Join Riverside Natural Foods Ltd., a $300 million+ Canadian-based, family-owned, and globally operating business, committed to leaving the world better than we found it. As a B-Corp certified, Triple-Bottom Line company, we proudly manufacture nutritious, 'better-for-you' snacks such as MadeGood and GOOD TO GO. We value teamwork, humility, respect, ownership, adaptability, grit, and fun.

We’re on an ambitious mission to double our business by 2027, and we need talented individuals like you to help us reach new heights. At Riverside, you’ll have the opportunity to chart your own path to success while contributing to ours. We believe anything worth doing is worth doing right, and our values will guide us through the rugged terrain – and yes, it will get rough. But that’s what makes the journey worthwhile.

So, lace up your boots and let’s tackle the climb together.

You can learn more about us at www.riversidenaturalfoods.com.

Purpose of Position

The Senior Key Account Manager is responsible for calling on, building business, and developing relationships with a designated group of Tier 1 Strategic accounts. This role is Customer facing and will drive the customer agenda and provide strategic and operational day-to-day leadership of the assigned customer. It will deliver results by influencing cross functionally and building effective customer relationships

Key Accountabilities & Responsibilities

Driving Strategic Sales growth for Riverside Natural Foods:

• Demonstrate and uphold Riverside’s Core Values, mission, and vision.

• Help to establish RESPECT and confidence with customers.  Build and strengthen relationships across customers.

• Educate customers on product attributes and benefits while displaying HUMILITY.
• Build relationships within multiple levels of the customer organization. Develop and manage collaborative partnerships and ownership of joint business plans with key customers.
• Develop and drive strategic plans to meet or exceed revenue goals. Have high engagement with customers to collaborate and partner during the planning process.

• Provide key inputs for demand planning - own the bottoms-up forecast for the S&OP process for each account owned. Properly manage forecasting on an accurate and consistent basis.

• Compile and review quantitative sales data and react rapidly to changing trends or new competitive threats and opportunities.  Have a close pulse on environment and proactively have plans to support customer and Riverside brands.
• Create and present customer specific presentations to support customer category growth and Riverside growth, enabling them to tactically execute against plans.
• Develop customer-specific programs to drive strong velocities.
• Discover medium- and long-term opportunities.  Offer solution based selling approach.

• Ensure execution against planning tactics of:
  • Assortment:  Close gaps/expand distribution on Priority Core and Innovation SKUs
  • Merchandising:  Create in-store impact with disruptive off-shelf merchandising displays during key promo periods that support RNF strategies, tactics, and programs
  • Pricing/Promos: Work with retailers on pricing guidelines & guardrails as communicated through Sales Planning & Strategy (on everyday pricing and promoted)
  • Shelving:  Work Closely with Category Management team to understand best shelving principles to share with retailers
• Present all Innovation in a timely manner, creating plans for effective speed-to-market.

• Collaborate on marketing programs with customer and Riverside Marketing team.
• Effectively manage trade spend against assigned trade budgets.
• Follow trade compliance and deduction support process. Manage trade payments and deductions in a timely manner.
• Communicate account activity/results via internal processes.
• Conduct quarterly business reviews with accounts.  Send out monthly updates to both internal team and customer.
• Drive strong partnerships and engagement (monthly connects, quarterly reviews, KPI tracking, etc.)
• Demonstrate OWNERSHIP by managing customers as if they were your own.        Full understanding of customer and competitive market.
• Attend designated trade shows and events as needed.

• Keeps the work atmosphere FUN by keeping it light and welcoming. 
• Any other duties as assigned.
• Travel as required up to 25% of role

Skills & Abilities

• Demonstrable success at creatively solving problems and implementing those solutions.
• Must have strong presentation, negotiating and listening skills
• Strong TEAM player with Energy, PASSION, ambition, competitiveness
• Outstanding organizational, and time management skills
• Intermediate level of computer and technical skills with an emphasis on MS Office Suite
• Ability to adapt communication style based on the audience. Ability to communicate in a clear and professional way, both written and verbal
• Tech savvy with apps and sales related software
• Proven ability to build and maintain productive relationships with key business partners.
• Proven ability to make decisions based on a mixture of information, analysis, experience, and judgement.
• Adept and Agile in working through business analytics and navigate business financials.

Sales Competencies – Critical Functional Competencies Required for the Role (Advanced)

• Negotiations
• Resiliency in Selling
• Trade Marketing/Financial Acumen 
• Business Analytics
• Customer Specific Solutions 
• Depth of Customer Knowledge
• Forging Strategic Partner Relations
• Industry Knowledge
• Influencing Through Communications

Education & Qualifications 

• University Degree in Business or a related discipline strongly preferred
• 7-10 years of progressive sales experience.  Experience in the organic / health food industry a plus.
• French language (intermediate or fluent) an asset

What we expect:

• Values-led: You’ll be a member of a thoughtful and compassionate team that prioritizes respect, teamwork and resourcefulness along with a good dash of fun. Sometimes, even making granola bars is hard, and life’s too short to take ourselves so seriously that we don’t enjoy the journey.
• Unparalleled experiences and opportunities: We’re still determining who we are and what we can be. Help us shape what this organization will look like and what we’ll offer the world, into the future. This means rolling up your sleeves and sometimes building the process – fast! – while employing it. At Riverside, progress occasionally means proceeding imperfectly, and we’re okay with that, as long as we’re staying true to our values and learning and improving along the way.
• Access to everyone: We’re a flat organization with few silos which means you’ll have full access to everyone from our founders to our production staff. Even when employees dress up, they wear steel-toed shoes. So don’t be shy. Speak up, share your ideas and go places you normally wouldn’t – like the plant, or the boardroom.
• Personal development: We’ll support and empower you to chart your own path and reach any heights you set for yourself. Career paths at Riverside are carved by the people walking on them, not dictated by leaders. Count on us to give you the training and tools to grow and progress.
• Gratitude: As a growing business, we can’t always offer formal recognition like awards programs, but we do show our true gratitude and appreciation. At Riverside, we’re all in this together and we value you.

What We Offer:

• Values-led: We don’t cut corners or step on anyone or anything on our way to our summit. There is no winning at all costs here. Every step you take must align with our values, no compromises.
• Courageous determination: As a family-run, rapidly growing business, we are often challenged to find ways to deliver that aren’t obvious or easy. You must be willing to try, ask and answer challenging questions, test and learn, turn over every stone, keep moving forward and help us find a way through. Resourcefulness and grit will be your constant companions at Riverside and will serve you well.
• Humility: We’re a small (but growing) fish in a sea of whales and sharks. We know the products we offer are some of the healthiest and most sustainable, but we don’t brag about it, and know we have a steep path ahead. We pride ourselves in being respectful and supportive of others while shining brightly through our innovative, high-quality products. There isn’t one superstar at Riverside. We take turns leading the way as we climb to the summit.
• Continuous improvement: As a learn-as-we-go organization, we rely on each other to continuously improve everything we touch to make it better, more efficient, more sustainable, and more endearing to customers, consumers, employees, vendors, partners and the community. We own our mistakes and learn from them as we wind our way to the top.

Wait! There’s more!

• Immerse yourself in our comprehensive benefits program, with Riverside taking care of the costs!
• RRSP matching or IRA matching for an empowered financial journey
• Join Employee-Led Resource Groups (ERGs) championing mental health, sustainability, diversity, women, and LGBTQ+ rights
• Develop your career further through our Riverside University program and with our Tuition Reimbursement Program
• An open concept work environment that embodies our Values

How to Apply:

If you have the commitment to excellence, the energy, the attitude and experience we need, then please submit your resume to careers(AT)riversidenaturals.com with the job title you are applying for in the subject line or click the apply button!

Riverside Natural Foods Ltd. is committed to providing an inclusive and accessible environment for everyone. If you have a disability and require accommodation in the interview process, please let us know when you apply. We thank all applicants for their interest; however, due to volume, please note that only candidates selected for an interview will be contacted.