National Account Manager

Purpose Statement

The National Account Manager (NAM) is responsible for driving profitable, sustainable growth across key national and regional retail accounts within the In‑Store Bakery (ISB) channel. This role owns the customer relationship end‑to‑end, including joint business planning, pricing and trade investment, and cross‑functional execution.

This is a high‑impact, strategic selling role requiring strong financial acumen, senior‑level customer influence, and the ability to translate insights into actionable commercial strategies that deliver measurable results.

This is a hybrid role based out of our Woodbridge ON office and will require 20% travel in the GTA.

Key Accountabilities and Outcomes

• Own a portfolio of national and/or regional retail accounts representing significant revenue responsibility
• Deliver annual sales, profit, and distribution growth targets through disciplined execution of account strategies.
• Lead customer negotiations, including pricing, promotional planning, and contract terms, to drive profitable growth.

• Develop and execute annual account plans and Joint Business Plans (JBPs) aligned with both customer strategies and Rich’s enterprise growth objectives.
• Identify and activate category growth opportunities, including assortment expansion, innovation, merchandising, and executional improvements.

• Own the P&L for assigned accounts, including trade investment, margin optimization, and forecasting accuracy.
• Manage trade spend and promotional investment to maximize ROI, ensuring alignment with Revenue Growth Management (RGM) principles.

• Build and maintain senior‑level customer relationships, positioning Rich’s as a trusted strategic partner.
• Partner cross‑functionally with Marketing, Supply Chain, Finance, Category Management, and Operations to deliver integrated customer solutions.
• Lead internal alignment to ensure on‑time, accurate execution of customer commitments.

• Leverage CRM, forecasting, and analytics tools to maintain accurate pipeline visibility and demand planning inputs.
• Translate data, insights, and market trends into actionable commercial strategies.

Knowledge, Skills, and Experience

• 5+ years of direct national or regional account management experience within CPG or food industry. Experience within In‑Store Bakery, Fresh, or retail categories preferred.
• Bachelor’s degree in Business, Marketing, or a related field required 
• Proven experience owning and growing large retail or ISB accounts, including Joint Business Planning.
• Demonstrated financial acumen, including ownership of P&L, pricing strategy, and trade investment decisions.
• Strong track record of leading customer negotiations and delivering measurable revenue and profit growth.
• Ability to convert data and insights into clear actions and commercial outcomes.
• Experience operating in cross‑functional, matrixed organizations and navigating enterprise complexity
• Proficient in the Microsoft Office suite, Teams, Salesforce or similar CRM. Insights tool a plus.   
• Strong communication skills, both written and verbal.
• Professional, personable, detail oriented and results driven.
• Strong presentation and negotiation skills and ability to influence.
• 20% local travel in the GTA based on customer and business needs 

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