Director, Key Accounts

• Understand each individual customer’s need set and strategic agenda
• Develop an intimate understanding of the customer’s position within the marketplace and leverage this to expand the growth of Pure Sunfarms portfolio across the customer’s network
• Enhance customer engagement toward annualized joint business planning by establishing a formal cadence of touchpoints and business reviews with key customers
• Constantly assess and challenge key account performance so that return on investment is maximized
• Drive distribution uptake and adoption of Pure Sunfarms core portfolio of products and big bet innovation pipeline by positioning the organization as a preferred partner at both the provincial wholesaler and individual account level
• Possess a deep understanding of the company’s product assortment and brand portfolio in order to maximize promotional opportunities across provincial wholesaler and account level networks
• Drive strategic cross functional engagement with internal and external stakeholders in Operations (forecasting, demand, production), Brand and Trade to better position Pure Sunfarms in the market
• Passionately support the key account business across the organization to highlight the significance of this business unit to the organization’s overall results
• Collaborate with the Strategic Planning & Insights function to constantly improve the presentation of performance data and to enhance insight derivation
• Possess a deep level of knowledge on industry trends to provide expert level feedback on product development and assortment strategy
• Analyze and present cogent sales performance reviews using quantitative measures and data analysis
• Strategically consider the qualitative challenges and context of each key account and the industry as a whole
• Responsible for budget delivery of the key account business unit ensuring that product mix is delivered in a manner that helps deliver the Commercial function’s overall targets and maximizes margin contribution
• Effectively mentor the key account sales team to achieve a higher level of individual performance rooted in understanding the customer agenda, category selling and sales performance
• Develop leadership competencies and winning behaviours across the key account team
• Drive a collaborative agenda with the field sales team at the regional level
• Complete and conduct mid-year and annual performance reviews to ensure that Pure Sunfarms most important asset, our people, are developed for future growth

• University Degree in Business, Marketing, or related field
• 7-10+ years of successful key account sales leadership within consumer-packaged goods (CPG) or related industry
• Demonstrative experience in growing strategic partnerships, influence and revenue with crown corporations (provincial wholesalers) and cross provincial multi-unit operators
• Highly disciplined approach, organized, detail oriented with a strong understanding of sales metrics and business acumen
• A strong motivator and leader and ability to create a team that lives the company’s values
• Ability to accelerate goals forward quickly and with intention
• Relationship builder able to cultivate and maintain impactful connections with senior leadership across provincial wholesalers and key accounts
• Ability to respond to evolving demands and react to a constantly changing marketplace
• Demonstrated experience and understanding of the processes involved in complex account management with multiple stakeholders at each touchpoint
• Demonstrated problem solving and negotiation skills, proficient financial and analytical skills with experience in reporting practices, procedures and processes
• Excellent communication skills
• Able to work independently but has a collaborative and solution-focused mindset
• Strong knowledge and proficiency with Microsoft Office programs
• Ability to travel domestically, 25% at a minimum
• focused in BC, AB & ON
• Must have the ability to obtain and pass a RCMP Criminal Record Check and maintain security clearance

Previous experience in the cannabis sector is beneficial, but not essential. Grit and Passion are essential.

company-paid comprehensive benefits and education assistance to support your growth