About the Role
We are seeking a seasoned and strategic National Account Manager to lead and scale key customer relationships across Canada. This role is responsible for managing high-value national and multi-location accounts, driving revenue growth, and delivering tailored packaging solutions across foodservice, healthcare, retail, and institutional sectors.
You will act as a trusted partner to major clients, while also helping relieve capacity from senior leadership by owning strategic accounts end-to-end. Success in this role requires a strong commercial mindset, operational awareness, and the ability to translate customer needs into scalable, value-driven solutions.
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Key Responsibilities
National Account Ownership & Strategy
- Serve as the lead point of contact for national and strategic accounts across Canada
- Own account performance, including revenue, margin, retention, and long-term growth
- Develop and execute strategic account plans to expand business across multiple locations and regions
- Build strong relationships with key stakeholders, including procurement, operations, and executive leadership
Strategic Sales & Solution Development
- Architect tailored customer solutions leveraging a broad product portfolio, including custom-branded packaging and value-added logistics capabilities
- Identify and drive opportunities for upselling, cross-selling, and operational efficiencies (e.g., just-in-time delivery, order consolidation)
- Lead contract negotiations, pricing strategies, and long-term agreements
Revenue Growth & Business Expansion
- Analyze customer performance, buying patterns, and market trends to identify growth opportunities
- Expand national accounts through onboarding new locations, divisions, or product lines
- Contribute to overall national sales strategy through insights and market intelligence
Cross-Functional Collaboration & Execution
- Collaborate closely with logistics, warehouse, procurement, and customer service teams to ensure timely, accurate, and cost-effective delivery
- Support forecasting, demand planning, and inventory alignment to meet customer needs
- Ensure seamless execution across the full order lifecycle
Performance Tracking & Reporting
- Forecast sales and maintain accurate pipeline and account data within CRM/ERP systems
- Track and report on key KPIs, including revenue growth, margin performance, retention, and service levels
- Provide regular updates and strategic insights to senior leadership
Customer Advocacy & Continuous Improvement
- Act as the voice of the customer, influencing internal processes, service improvements, and product offerings
- Lead resolution of escalated issues, including supply chain challenges, service disruptions, and quality concerns
- Drive continuous improvement initiatives to enhance customer experience and operational efficiency
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Qualifications & Skills
- 5+ years of experience in national accounts, key account management, or B2B sales
- Proven track record of managing high-value accounts and consistently meeting or exceeding revenue targets
- Experience in packaging, foodservice, distribution, or related industries strongly preferred
- Strong negotiation skills with experience managing contracts, pricing tiers, and long-term agreements
- Excellent relationship-building and stakeholder management capabilities
- Comfortable working cross-functionally in a fast-paced, operations-driven environment
- Proficiency in CRM/ERP systems and Microsoft Office
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Who You Are
You’re a strategic and commercially driven professional who thrives on managing complex, high-value accounts. You bring a strong balance of relationship management, negotiation skills, and operational understanding, allowing you to deliver scalable solutions and long-term value for both the customer and the business.
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About Us
Calibre is a leading North American supplier of food packaging solutions, tailored to the foodservice, retail, processor, jan/san, healthcare and institutional markets. We offer a broad range of products specializing in eco-friendly and sustainable materials. We are committed to delivering innovative solutions that help our customers operate more efficiently with smart, cost-effective products. With over 5,000 products from 300+ manufacturers, we are a trusted single-source partner for packaging across Canada and the United States.
Founded in 1985, we are a family-owned and operated business with a strong reputation for reliability, service, and long-term partnerships. Headquartered outside of Toronto, Calibre operates multiple distribution centres in both Canada and the US, and we use our own fleet of trucks and extensive logistics network to deliver products where our customers need them—on time, every time.
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Why Join Us?
At Calibre, you’ll be part of a company that values growth, collaboration, and long-term success—both for our business and our people.
What Sets Us Apart?
Impact & Ownership
- Take full ownership of national accounts and play a key role in scaling strategic partnerships
- Directly influence revenue growth, customer experience, and operational strategy
Growth & Exposure
- Work closely with senior leadership and contribute to national sales strategy
- Opportunity to shape account expansion and drive market growth
Culture
- Values-driven, family-owned Canadian business with a strong foundation in integrity and customer focus
- Collaborative, agile environment with a strong emphasis on accountability and results
Stability & Compensation
- Base Salary: $80,000 – $100,000 CAD/year (based on experience)
- Variable Pay: Performance-based commission or bonus tied to revenue growth, retention, and margin objectives
- Long-term career stability within a growing, family-owned business
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Benefits & Perks
- Health & Wellness: Extended health care, comprehensive dental, and vision coverage
- Time Off: Paid vacation plus additional personal days
- Culture & Perks: Casual dress code, on-site parking, and regular company events
Job Types: Full-time, Permanent
Pay: $80,000.00-$100,000.00 per year
Benefits:
- Casual dress
- Company events
- Dental care
- Extended health care
- On-site parking
- Paid time off
- Vision care
Work Location: In person
