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Key account manager – Field sales manager (Wine Jobs: Sales & Marketing)

Full Time

  Univins et spiritueux (

  Vancouver, British Columbia


Function summary

Reporting to the Regional manager – Western Canada, the role is responsible has key account responsibilities with major customers within the western region.  The position holder also has the role to supervise on a day to day basis the employees in the division.

In addition, he will participate proactively, and in collaboration with the Regional manager, in the planning, organization, development and control of the different strategies and sales initiatives "Retail" and "On Premise" for his territory. He is also responsible for ensuring the proper execution of the sales programs for his territory in order to achieve the objectives for each of the products. He is responsible for leading a sales team in the territory for the products in her portfolio.

Primary role and key responsibilities – Key account management         

  • In consultation with the Regional manager, the KAM is responsible for defining the objectives goals & delivery of the annual sales plan;
  • Gathers detailed information about our key accounts, identify decision makers, understands strategic business challenges and business priorities of our key accounts;
  • In consultation and final approval of the regional manager, develop sales plans and marketing strategies for accounts within overall corporate plan;
  • In consultation and final approval of regional manager, recommend standards and set sales targets;
  • Gain broad understanding of the key account, how it operates, it’s regulatory parameters, and apply such knowledge within go to market strategy;
  • Execute any other assignment as requested.

Primary role and key responsibilities – Field sales management

  • Participates in the planning of representative sales programs and activities;
  • Plan the weekly objectives and priorities of the sales representative team;
  • Ensures and conducts weekly calls, as ​​well as and monthly meetings with the sales representative team;
  • Represents Univins and Spirits, particularly in wine show, during promotional events and ensures good visibility of the company during event activities;
  • Seeks to maintain the level of motivation and enthusiasm of his team, provides effective coaching, supports and develops the members of his team in achieving their objectives;
  • Manages staff under his responsibility respecting the values, policies and procedures of the company; engages team members and ensures results are achieved.  In collaboration with the regional manager, is responsible for the performance review process for the employees under his supervision.


  • University or College degree or equivalent from two-year College or technical school; or two to five years related experience and/or training; or equivalent combination of education and experience;
  • A minimum of five years’ experience in sales of wines and spirits;
  • An experienced Sales / Business Leader with a proven track record of managing / negotiating positive results with senior level Key Account personal customer;
  • Broad sales and commercial capability in the field of sales, retail key account management and customer marketing within the packaged goods environment;
  • Proven account decision maker relationship building skills;
  • Strong customer orientation, possessing strong negotiation and mediation skills with the ability to motivate others to achieve mutually beneficial sales objectives;
  • Must be able to travel as necessary to be physically present at events or meetings where his or her personal presence is required;
  • Computer proficiency in Microsoft Office (Word, Excel, PowerPoint);
  • Valid driver’s license and a car;
  • WSET 2 and 3 certification – strongly recommended


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