Director, National Accounts, Consumer Sales
Wakefield Canada
Toronto, ON
ORGANIZATION PROFILE:
Wakefield Canada is a privately owned, entrepreneurial company focused exclusively on servicing the Canadian Automotive and Commercial Heavy Duty aftermarket. With an employee base of over 200 people, Wakefield provides sales, marketing and distribution solutions to over 5000 customers in all segments, including retailers, warehouse distributors, automotive and heavy duty jobbers, franchised and independent installers, quick lubes, fleet companies, new car dealers and Original Equipment Manufacturers (OEM).
Wakefield was founded in June 2005 out of a strategic partnership with BP Lubricants to assume stewardship of the Castrol brand, and all customer facing operations, exclusively, in Canada. Wakefield's Brand portfolio includes Castrol as its cornerstone brand and business, along with SuperClean, a line of cleaners and degreasers for which Wakefield is the exclusive trading partner in Canada.
With a large and experienced sales force, in-house team of marketing professionals, and a comprehensive, coast to coast, distribution network, Wakefield provides premium automotive brands, dedicated customer service and technical support, and industry leading marketing programs to help drive growth for both our customers and the brands we represent. Our vision at Wakefield is to be the Best Lubricant Company in Canada.

JOB SUMMARY:
Reporting to the Vice President, Sales, the National Accounts Director is responsible for planning and implementing all sales activities directed through Wakefield's National Accounts Sales team. Responsibilities include leading the strategic and sustainable development of Wakefield's significant Aftermarket, OEM/NCD and Retail customers through achievement of volume, share, and profit targets. Also, developing strategic business relationships with key customers, engaging the direct and indirect sales team and influencing the channel development within Aftermarket, OEM/NCD and Retail will be integral to success.

KEY ACCOUNTABILITIES:
  • Develop and execute annual and quarterly sales plans by brand, category, customer, and market to include the delivery of specific volume, share, and profit objectives
  • Direct the activities within the area of responsibility to maximize the profitable share of Wakefield products.
  • Maintain and increase customer penetration through high level, meaningful contact with key customers within the channel. This includes frequent personal interface with key customers and formal business reviews with the National Account Managers.
  • Develop and manage all budgets for their channel to control costs while maximizing sales and profits. This includes monitoring and continually evaluating the channel's overall effective use of all programs spending to ensure maximum return on investment.
  • Evaluate National account coverage including promotional support necessary and competitive activity affecting Wakefield's performance on a regular basis
  • Identify the best method for distribution and replenishment of product to meet key customer requirements for both modular and promotional shipments in collaboration with Supply Chain Managers
  • Partner with the Marketing Department to identify and act upon strategic opportunities within assigned areas of responsibility, including development of specific programs and promotions.
  • Coordinate with the Finance Department the development, completion, and timing of all reporting requirements such as expenses, activity, sales statistics, forecasting, and ad hoc that are required to properly manage the business.
  • Communicate on a frequent basis with the VP and keep them informed regarding all issues and activities affecting the business.
  • Maintain close internal contacts with all line and staff functions within Sales, Marketing, Finance, Customer Care, and Supply Chain with emphasis on Business Development and efficient internal processes and decision making.
  • Special projects as required.
KEY COMPETENCIES:
  • Proven leadership abilities that foster open communication and create an engaged and committed sales team.
  • Demonstrated track record of working in a fast paced and high growth environment.
  • Superior communication skills with a proven ability to communicate goals and execute strategies based on corporate objectives.
  • Highly adaptable to change, highly motivated, and multi-task oriented.
  • Proven business acumen to identify growth opportunities, development, and implementation relating to the market, customer, and competition.
  • Strong budgeting, forecasting, and financial management skills.
  • Action oriented individual needing little direction or supervision.
  • Strong interpersonal skills to direct the sales team and the key customer network.
  • Strong personal integrity who will inspire trust within the organization.
  • Ability to prioritize work and equipped with meaningful delegation skills.
  • Customer focused and dedicated to exceeding the expectations of internal and external clients.
  • English and French bilingualism is an asset.
  • Direct Managerial / Supervisory Responsibility
  • Direct management of National Account Managers.
  • Promote and encourage the development of the team while fostering a learning environment.
EDUCATION/EXPERIENCE:
  • College or University degree in Business Administration with a specialization in Sales, Marketing, or a related field.
  • Minimum 10 years' experience in sales management.
  • Experience selling consumer and commercial automotive lubricants (or related industry) through distributors or direct channels.
  • Proven ability in strategic account management including creative and fact-based selling, administration, business development, joint business planning and experience selling to direct and indirect buying headquarter accounts.
  • Experience in selling consumer packaged goods an asset.
  • Excellent Microsoft Office Suite experience.
WORKING CONDITIONS:
  • Office environment.
  • Approximately 40% National/US travel as required.