Responsable des comptes techniques-Bilingue Soins à domicile, institutionnel et industriel (Contrat)

Job Purpose

Responsible for
developing and maintaining sales within a specific business unit utilizing the
Key Sales Performance Indicator system and other tools made available within
the organization. In conjunction with
the Principal Managers, ensure that the business plans for each of our product
lines are implemented.

Duties and Responsibilities
Meeting Sales and Margin budget based on annual sales budget.
Account management:
•Ensure Optimal Account coverage by meeting Sales Call Frequency
•Deliver assigned sales KPIs (maintaining/building relationship/reporting/progressing targets/identifying new targets)
•Collaborate and support DCSR for optimal Account Management 
•Build multi-layer relationship at all accounts to continuously improve customer intimacy
•Key Account Penetration: Ensure complete understanding of Key Account activities, corporate objectives, challenges, competitors and requirements. Ensure a multi-layer relationship is in place and maintained with KA plans reviewed annually and communicated to the Business Unit Director, B&PC and HC.
Customer relationship management
•Strengthen customer’s partnership
•Understand customer’s urgencies needs and adapt to their pace
Establish connections between customer and CSR’s to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
Develop prioritized account growth plans including annual forecasting and budget
Margin Maximization: Manage account profitability – profit contribution
CRM compliance against Call Prep and Product Reporting – Action items and account updates
Complete account coverage by Principal
Active participation in local industry events, trade associations, etc.
Execute sales activity relative to slow/dead stock
Monitor contract balances and advise customers of inventory still to be shipped.
Participate in other Commercial related assignments: Market Map, Training, New product promotion, Marketing Campaigns etc.

Key Performance Indicators
Sales and Margin Budget
•Review sales variances monthly vs budget and communicate plans to Sales Director for any required support/adjustments required.

Sales Call Frequency
•Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
•Sales representative is responsible for meeting call plan set for each account

Maintaining Existing Business / Profit Contribution
•Minimum requirement – maintain all existing business
•Review variances regularly and report/take action as required
•Ensure margin contribution is maximized (and maintained)
•Review Sales Rep Summary and margin on sales to ensure margins are being maximized and maintained

Developing / Progressing Targets
•Sales representative is responsible for progress on existing targets and identification of new targets
•Minimum requirements – evidence of new business being landed, and new opportunities being added on a regular and consistent basis.

Building / Cultivating Relationships
•Minimum requirements – thorough and complete understanding of the customer’s business
•Multi-level relationship development initiated and planned by the sales representative
•Involvement of other IMCD personnel and principals

Reporting
•Minimum requirements – submitted in a timely manner
•Follow guidelines for information required for Existing Business reports
•Follow guidelines for Target Business reports
•The sales representative is responsible for the accuracy and thoroughness of their product reports
Qualifications/Competencies
Minimum 3-5 years’ experience in technical sales.
Familiar with Home Care industry standards with a strong knowledge in homecare market.
Degree in Science, engineering or similar training with post-secondary degree education.
Experience in Beauty and Personal Care is an asset.
Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is required
Competency in SFDC, Sales Management Systems, CRM Platforms and Microsoft Office or equivalent.
Exceptional skills in developing and maintaining client relationships.
Proven track record in developing new sales and accounts.
Demonstrated enthusiasm and self-motivation.
Must be hands-on and enjoy a broad range of activities.
Will exhibit an eagerness for contributing beyond immediate duties and getting the job done.
Excellent negotiation skills and ability to win business.
Operates exceptionally under pressure with excellent conflict resolution skills.

Working Conditions
Weekend and evening
work may be required. Frequent travel is
required.

Compensation
Salary Range: $80,000 - $130,000 per annum 

What We Offer
We value our
people and are proud to offer a competitive and comprehensive total rewards
package, including: 
Comprehensive group benefits 
Flexible work schedules 
Learning, Training, and Development Opportunities
A collaborative, innovative environment that encourages freedom to act and an
entrepreneurial spirit 

IMCD Canada welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. This role is for an existing vacancy within our organization. Artificial intelligence is not used to screen, assess or select applicants for this vacancy.