Key Account Manager - AB/SK

About Peter Mielzynski Agencies LTD “PMA” and the Mission

PMA Canada’s Mission is to become The Best Drinks Company in Canada.  We represent an enviable portfolio of leading premium spirits, wines and beer brands including: Glenfiddich, Grants, Gibson’s, Hendricks, Two Oceans, Jägermeister, Innis & Gunn and many more.  We are a privately held company founded in 1979 by Peter Mielzynski Sr., and to this day we pride ourselves on building brands and providing Service Excellence for our Suppliers, Customers & Consumers.

Company Values

Be Proud

We are proud of our brands, our heritage, and our commitment to service excellence in everything we do.

Be Responsible
We are responsible and accountable for our work as individuals and collectively as one team.
We collaborate across all aspects of our business.

Be Entrepreneurial
We foster a forward thinking and innovative culture that recognizes the need for innovation and continuous improvement.

Be Professional
We value integrity, transparency, delivering on our commitments and having constructive debate within a team working culture.

Be Sustainable
We always do the right thing for our business, for each other and our community.

Embrace Difference
We embrace our differences and work together to make us stronger.

Think Long Term

We understand our actions today need to drive long-term success and this gives us a competitive advantage.

About the Key Accounts Manager Role

The Key Account Manager is responsible for developing and executing strategic customer plans that drive profitable growth, expand distribution, and strengthen PMA's portfolio across major retail accounts in Alberta and Saskatchewan. Reporting to the Director of Sales, Alberta & Saskatchewan, this role requires a commercially driven individual who can build strong customer partnerships, identify growth opportunities, negotiate effective programming, and deliver measurable business results.

Key Deliverables

• Annual NSV & Depletion Outcome vs Target by Brand Expression
• Minimum Execution Standard (MES) Outcomes vs Target by Brand Expression
• Shopper Conversion Driver (SCD) Outcomes vs Target by Brand
• Trimester MES | SCD Targets Development by Brand Expression & Banner for Lockdown Meetings
• Biweekly Business Unit Performance Review Sessions with the Regional Sales Director
• Monthly Scorecard on Key Business Metrics & Competitive Gaming
• Annual Customer Development Business Plan by Category
• Collaborative Phased Monthly Shipment Forecast by SKU
• Investment Control within Budget by Brand Expression
• Other duties as required.

Behavioral Competency Requirements

Accountability
Customer Centricity
Transparency
Inspection of Expected Results
Ownership of the Business
No Blame Fixing

Management Competency Requirements

• Outcome Orientation
• Business Performance Management & Reporting
• Interpersonal Effectiveness
• Workflow Management
• Financial Acumen
• Judgement & Decision Making
• Rapid Capability Building
• Strategic Thinking & Awareness

Functional Competencies Requirements

Effective Customer Relationship Development

• Commercial Acumen
• Persuasive Selling
• Negotiation & Influencing
• Commercial Plan Development
• Commercial Plan Implementation & Course Correction
• Phased Shipment Forecast Development
• Strong analytical skills, understanding sales performance, identifying opportunities and negotiating effective customer programs

Knowledge Competency Requirements

• RTC | The PMA Way of Selling
• Alberta & Saskatchewan Provincial Beverage Alcohol Regulations
• Canadian Beverage Alcohol Industry Rival Ways of Working
• Effective Working Knowledge of Sales Force Automation Tools
• Effective Working Knowledge of MS Power Point & MS Excel
• AGLC ProServe Certified
• WSET Certified

Experience & Other Requirements

• Minimum 5 Years of Beverage Alcohol Sales or CPG Experience
• Minimum 6 Years Experience in Key Account Management (Beverage Alcohol or CPG)
• Post Secondary Degree in Business
• Well Demonstrated Track Record of Managing Complex Customer Relationships
• Well Demonstrated Track Record of Managing Stakeholders
• Hybrid Working Environment based in Calgary
• Valid Driver’s License with Fully Insured & Reliable Transportation
• Must be Legally Able to Work in Canada
• Must be of Legal Drinking Age

Physical Demands

• Frequent Hand Motion to perform various duties
• Occasional Immediate Reaching, Minimal Overhead Reaching to perform various duties
• Occasional Standing and Occasional Walking for short amounts of time to perform various duties
• Extended Sitting for Long Periods of Time at Desk or Workstation to perform various duties

PMA Canada is committed to providing equal opportunity and accessibility in its recruitment process.   If you are selected for further consideration and require accommodation to participate in this recruitment process, please advise your Talent Acquisition partner