POSITION TITLE: Junior Customer
Business Development Mgr (assisting with Metro ON & LCL)
REPORTS TO: Regional Sales
Manager / National Business Devl’t Manager
LOCATION: Toronto, Ontario
Established in Canada in 1867
by Carlo Onorato Catelli, an Italian immigrant to Canada, Catelli is a Canadian
From our modest beginnings at
the country’s first pasta plant in Old Montreal, we have spent 150 years as one
of Canada’s most popular brands of Italian food. In 1975, we launched the
largest and most advanced pasta production line in North America at our
facility in Montreal. We were the first Canadian food producer to introduce
specialty tri-color, vegetable, and flavored pasta and were also the first
purveyor of Canadian pasta products to offer enriched versions of its products.
In 2013, we launched a new line of gluten free pasta. Today, we employ over 500
employees across the country and sell approximately 138,168,892lbs of pasta and
related products to Canadians every year.
Catelli and Olivieri Foods
In late 2013, following
approval by the Canadian Competition Bureau, Catelli parent company Ebro Foods
(“Ebro”) fully acquired Canadian fresh pasta and sauce leader Olivieri Foods
from a subsidiary of Maple Leaf Foods Inc. With fresh pasta being a relatively
new and under consumed entrant to the Canadian pasta market, we seized an
opportunity to complement our majority share of the Canadian dry pasta market
with fresh pasta and sauces.
With a workforce of
approximately 375 employees, Olivieri is the Canadian leader in this country’s
fresh pasta and sauce sector, posting a gross turnover of more than $88 million
last year. The purchase, valued at $120 million, was an important strategic
operation for Catelli and our owners, enabling us to enter Canada’s fresh pasta
and sauce segment and consolidating Catelli’s position as the number one pasta
provider in Canada for both the fresh and dry varieties.
objective of this position is to assist NBDM & RM manage, market and sell
Olivieri Foods fresh pasta and sauce products to Loblaw’s and Metro Ontario.
The successful candidate will be responsible for working collaboratively with
NBDM/RM calling on each of these customer’s head offices and will have
established relationships with key decision makers in the HMR department.
- Assist in achieving dollar
sales, KG sales and profitability targets.
- Assist in developing business
plans in order to reach the company's goals.
- Assist in meeting and exceed
the monthly objectives by product category, for each direct customer.
- Assist in keeping informed
and analyze the overall market and competitor’s activity in order to identify
competitors’ threats and new business opportunities.
- Assist in making business
decisions relating to volume, taking into consideration the effect of each
decision on profitability.
- Assist in negotiating a
maximum number of promotional activities. Negotiate the flyer and ISF activity,
competitors’ retails, share of shelf, listings, planograms, and distribution
- Assist in developing
strategies as well as short and long term volume objectives.
- Assist in preparing via
Nielsen, and other sources, customer business reviews and presentations and
present minimally on a quarterly basis to each respective banner.
- Assist in managing company
funds (TMA, BDF, rebates, CRC and listing fees) within budget and to a positive
- Assist in presenting regular
innovation with a focus on expanding share of shelf and/or new merchandising
- Build a harmonious
relationship based on trust with multiple points of contacts and the key
- Submit trade deals via
customer portals/contacts and then enter the matching activity and spend into
our internal TPM system.
- Assist in monitoring and
evaluating execution against planned head office activity. (promotional
activity, up-sell against promotional activity, suggest retails, listings
- Assist in developing and
coordinating joint activities for retail, joint coupons, sampling, etc., with a
view to strengthen our brands and our relationship with customers.
- Assist in visiting stores on a regular basis and work-with the broker’s retail
reps and their retail managers.
- Assist in forecasting
baseline volume and promoted volume per activity and manage these forecasts to
monthly, quarterly and then yearly forecasts. (Full year, 5+7 and 9+3 forecast)
- Assist in completing regular
analysis of assigned key customers to develop suitable sales programs and
insure maximum performance.
- Assist in interacting with
other internal stakeholders and departments such as; Supply Chain, Marketing,
Finance, Product Development, Category, & Senior Leadership Team
- Assist in generating sales
materials (APLs, monthly packages, planogram updates) for external field sales
- Assist in formalized reviews
of volume forecasts, action plans, promotional grids, spend forecasts and price
- Assist in monthly reviews and
weekly to bi-weekly touch points on customer activity and issues with your
- Assist in compiling monthly
priorities that are also sent to the broker team
SKILLS AND ABILITIES:
- Proficiency in Word, Excel,
- Experience with Nielsen
- Experience with SAP
applications mainly BW & TPM.
- Hands on experience with
Dunnhumby & Topshelf Precima
- Demonstrate the ability to
interact with various internal departments and stakeholders.
- Have a bachelor degree in
business administration or the equivalent.
- Have minimum 3 years’
experience calling on retailers
- Excellent oral & written
- 5-7 years
CPG sales/account management experience