Director, Business Development (West)

Reporting directly to the VP, Merchandising National Wholesale, you will drive growth through the acquisition of new accounts, both in the national affiliated independent market as well as other wholesale opportunities, while ensuring that new accounts enjoy a positive onboarding experience at Loblaw. This role will also protect current business through the timely negotiation of contract renewals and by helping make our ability to assist retailers with business transitions a competitive advantage.

The Affiliated Independent Team helps food businesses succeed in communities and neighborhoods across Canada. We do this by striving to be Easy Business Partners as we grow and strengthen our brand, and by leveraging the strength of Loblaw to be Canada’s #1 wholesaler to independent retailers.

Accountabilities:

• Work cross-functionally with the AI Operations team to prospect and engage with new wholesale accounts and renew agreements with existing customers
• Utilizing internal tools, external data and personal experience, present market analysis and develop and execute strategic prospecting activities
• Prepare and present financial analysis and recommendations for new and renewal agreements
• Drive continuous process improvement for account engagement, onboarding, prospecting and other related activities
• Prepare financial period reporting - new account pipeline, new business forecasting, report card on new and renewal deal EBIT and investment return
• Engage / nurture relationships with critical internal partners - legal, finance, real estate
• Lead our participation in trade shows and other activities to attract new business
• Build and maintain list of potential owners and stores for sale to support ‘Transition Services’

Role Requirements:

• Must be available for frequent national travel
• University degree or equivalent experience
• 5 to 10 years of sales experience and experience leading, building support, preferably in retail/wholesale grocery
• 5-7 years of supervisory/management experience
• Sales, sales leadership, understanding of contracts and franchise agreements
• Problem solving and excellent decision-making skills
• Executive level presentation skills
• Passion for growing the business
• Superior communication, interpersonal and relationship building skills
• Excellent written and presentation skills
• Creative thinking and the ability to deal with complex negotiations with a wide range of strong personalities

Key Measures (Performance indicators):

• Net new account growth
• Strategic growth targets
• Achieve EBIT and investment return targets on new and renewal agreements
• Onboarding of new customers