Key Account Manager - Wholesale

Title: Key Account Manager - Wholesale

Department: Sales

Reports to: Head of Sales Ontario

Company Background

Carlsberg Canada Inc. (CCI) is the Canadian division of Carlsberg Breweries, the world’s third-largest brewer. With about 300 employees at our Oakville head office, Waterloo brewery and across Canada, we proudly brew, distribute, and commercialize Carlsberg products nationwide including Carlsberg, 1664, Landshark, Waterloo brands, Somersby, Laker, Garage and Seagram RTDs. Our brewery also proudly works with a variety of co-manufacturing partnerships thanks to our amazing quality standards and operational excellence.

At Carlsberg, no matter your role or function, we are driven not only by what we deliver but also by how we work together—this is our Growth Culture. Built on five core principles, our Growth Culture guides the way we work, innovate, and lead, ensuring we continue Brewing for a Better Today and Tomorrow.

Role overview

The main role of the Off-Trade Key Account Manager – Wholesale is to attract and retain top customers and nurture those key relationships over time. You become a strategic partner and advisor to COSTCO and designated wholesale customers, discovering new opportunities to work together for mutual benefit.

To develop and manage the strategic account plan for COSTCO and designated wholesale accounts, ensuring the delivery of budgeted volume and profit. Working with customers to develop an effective Joint Business plan while leading, developing and aligning Regional Operational team to ensure excellent execution of Account Plan.

What you’ll be doing

Your primary duties and responsibilities will be to influence growth in the category through a focused and fact-based selling and decision-making process for all segments of the Carlsberg brand portfolio.

Achieve Provincial sales volume, revenue, distribution and share growth targets for COSTCO and designated wholesale accounts.

Reporting to the Head of Sales Ontario you will support and manage key customers, contributing to the overall off-trade vision, strategy and tactics to the CCI portfolio across regional key account customers. You will be the lead contact Nationally and a member of the Sales Leadership Team.

Build and maintain strong, long-lasting customer relationships, addressing any customer service issues in a timely fashion both at the category and cross functionally at supply chain, finance and store operations level.

Collaborate with Trade Marketing and Brand Marketing in developing key shopper centric programs and solicit support from all internal and external key stakeholders.

Work with the Insights team to develop key customer/shopper insights to influence customer banners in the pursuit of Joint business planning for the category and customer.

Collaborate with Key Account partners to develop and manage sales budgets and set sales targets for COSTCO and designated wholesale customers.

Hold regularly scheduled business reviews with customers to discuss product performance, programming and targets and revise plans where necessary.

Develop partnerships in support of the strategy for growth in the off-trade channel and influence, implement & track planograms to show desired brand strategy by segment.

Maintain merchandising standards as per the guidelines given by Carlsberg Canada and the Ontario sales team.

Maintain all customer relationships, account and partner information as well as sales data within customer relationship management software (CRM).

Work collaboratively with the field sales team to effectively communicate banner initiatives, priorities and business details to support flawless execution at store level.

Providing coaching, feedback, insights and recommendations on the approach within off-trade key accounts to the sales team and managers, in work-with planned events.

What we’re looking for

Post-secondary education in Business or related discipline advantageous.

Minimum of 5 years Key Account experience – beverage alcohol experience highly desirable.

Demonstrated sales successes in CPG/FMCG, beverage/alcohol preferred.

Existing relationships with Off-trade Key Accounts highly desirable – e.g. COSTCO, convenience stores, grocery.

Data centric approach and understanding of key resources (Power BI, Numerator, Nielsen etc.).

Experience in planning and forecasting in a collaborative environment.

Must be able to manage all aspects of the business relationship.

Must be an excellent communicator and presenter.

Must be highly motivated with a passion for action and growth.

Proficient in Microsoft Suite (Outlook, PPT, Word, Excel).

Valid Drivers’ License.

Loves a challenge.

We’re looking for individuals who bring not only technical expertise, but also a mindset aligned with our Growth Culture principles. You live by “Semper Ardens” which means you are always challenging the status quo and striving for the extraordinary. You foster Positive Energy and Compassion, working with empathy, respect, and openness. You act with Passion for the Consumer, serving as a brand ambassador and keeping the consumer at the heart of your decisions. You demonstrate Decisiveness and Excellence, making confident choices and delivering high-quality results. Finally, you believe in Empowering, Supporting, and Growing People, helping colleagues develop, sharing knowledge, and building trust across the team.

What you can expect

We’re asking for a lot, but you’ll be well-rewarded with:

Continuous Learning: Guidance from Mentors and structured training initiatives.

Opportunities for career growth, within Canada and Globally.

A purpose-driven company with ambitious goals

A social work environment with passionate colleagues

We provide a competitive base salary along with a comprehensive benefits package that is covered by the employer. This package includes a range of benefits such as dental care, extended health coverage, a healthcare spending account, life insurance, paid time off, RRSP matching, tuition reimbursement, vision care, casual dress code, participation in company events, the option for remote work, and a fantastic Beer Benefit. Eligible employees may also receive bonuses as part of our supplemental pay options.

CARLSBERG GROUP: BREWING FOR A BETTER TODAY AND TOMORROW

At Carlsberg our diverse perspectives, unique abilities and experiences make us who we are across the Group. With so many iconic brands, we know our differences are what make us stand out. WELCOME YOU is our commitment to promoting this culture and embracing it across all areas of our business. Carlsberg is a place where each of us belongs and where we can be at our best.

For us success has always been in the diverse mix of our people, our beers, and our brands. We want to recruit and develop people with a global mindset, cultural understanding, and international experience to ensure that our organization stays agile, inclusive, and prepared for future growth. Only by acknowledging and harvesting from different perspectives and experiences, will we gain competitive advantage and leverage the effect of diversity for business growth. Carlsberg aims to create equal access to opportunity regardless of social identity, and we encourage everyone to apply regardless of gender, nationality, race, religion, disabilities, or any other characteristics.