This is a builder role at the heart of Ricola Canada’s next phase of growth.

As a National Account Manager with Ricola Canada you will define and lead Ricola’s strategy across multiple channels—high-growth spaces that represent a meaningful white-space opportunity for both category and brand expansion. Your mandate is to unlock sustainable, profitable growth while helping Ricola expand beyond traditional “sick” occasions into more frequent, everyday usage.

You’ll act as a strategic thought leader and architect, shaping where Ricola plays, how we win, and what capabilities we need—working closely with Canadian leadership.

This role is ideal for a commercial leader with a next-gen mindset: strategic, curious, collaborative, and energized by building something current.

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Business impact & targets

Market leadership objectives (Canada-led)

- Establish Ricola as the growth and thought leader with retailers across focus channels
- Deliver internal profit targets while accelerating category and brand growth
- Expand Ricola’s relevance across an expanding focus of consumer needs and occasions
- Assess and pursue Ricola’s fair-share opportunity with retailers across focus channels

Scope of impact

- Lead the strategic assessment and growth agenda for Canada, with collaboration and learnings shared across the Americas/UK Region where appropriate

Personal ownership

- Quantify the size of prize grounded in our consumer strategy; own this target, tactics, the deployment of tactics to achieve it, and the outcome
- Build a clear, insight-led business case outlining volume, share, yield, assumptions, and risks
- Design and activate the right mix of internal capabilities, consultants, and third-party partners to execute the strategy
- Set a clear, ambitious vision aligned with Canada’s Leadership Team priorities – and achieve it

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What you’ll do

Set the vision: where Ricola grows next in Canada

- Define the long-term role of key National Retailers and Channels in Ricola Canada’s ambition to Win the Season and grow everyday usage occasions




- Partner with Brand and Sales leaders to align evolving consumer journeys with retailer conversion and penetration expectations
- Articulate a clear, compelling strategy that aligns leadership teams around priorities, resources, and execution

Build the strategy from first principles

- Identify and prioritize retailers and partners across focus channels
- Create a robust strategic framework covering:
- Volume, share, and yield projections
- Required capabilities and resourcing models
- Key assumptions and “deal-killers”
- Influence joint business plans through strong insights and strategic clarity

Design & activate the right Route-to-Market (RTM)

- Lead evaluation and selection of the optimal RTM approach for retailers across focus channels.
- Design channel‑appropriate structures and performance metrics
- Accelerate execution by leading retailer interactions and leveraging channel expertise
- Track KPIs, assess in‑market learnings, and continuously refine the strategy
- Educate Ricola teams on assigned channel dynamics, economics, and customer expectations to elevate enterprise capability

Execute with discipline: turning strategy into results

- Own day-to-day customer execution including assortment, distribution, promotions, and in‑store activation
- Lead JBP inputs including forecasts, trade spend, promo phasing, and scorecards
- Translate strategy into sell‑in materials and execution briefs
- Manage pricing, trade events, and promotional mechanics to deliver volume, margin, and ROI
- Partner with Supply Chain and Finance on forecast accuracy and launch readiness
- Track execution through regular performance reviews using POS and shipment data
- Act as point of accountability for launch execution and post‑event analysis

Lead through influence, not hierarchy

- Operate without direct reports, driving progress through credibility, alignment, and clarity
- Act as a connector across Sales Strategy, Marketing, Finance, Supply Chain, and agency partners
- Provide consistent direction to cross‑functional and external teams to ensure strong, aligned execution





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How you’ll work

- Reports to: Senior Director of Sales
- Works closely with:
- Category Insights & Sales Strategy
- Brand & Marketing Leadership
- Finance & Supply Chain
- External consultants and agency partners
- Active involvement in relevant Canadian and international industry forums (e.g., C‑store and alternate‑channel organizations)

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What you bring

Experience & expertise

- 5-10 years of commercial experience
- Clear understanding of RTM options and trade‑offs
- Proven ability to assess opportunities, build strategies, and drive execution
- Track record of influencing outcomes without direct authority
- Expert negotiator through training and experience

Skills & mindset

- Strategic thinker who can translate vision into action
- Comfortable operating in ambiguity and building from a “white‑sheet” starting point
- Strong command of syndicated data, shopper insights, and KPIs
- Self‑starter with a builder mentality and high personal accountability

Practical requirements

- Proficiency in Excel, PowerPoint, syndicated data platforms (e.g., Nielsen, Retail Link, LDIA, Circana, SPS Commerce)
- Hands‑on ownership of customers, forecasts, trade plans, and promotional execution
- Experience managing P&L-aware; decisions at the customer or channel level
- English required; Quebec French an asset
- Office: At least two days per week in downtown Toronto
- Travel: As needed within Canada for customer and company meetings (may require US or International travel)

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Why this role stands out

- True builder role in a high‑potential Canadian growth space
- Opportunity to define a new capability and growth platform for Ricola Canada

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At Ricola, we believe in the power of nature, innovation, and authentic connections. You’ll join a team that values curiosity, collaboration, and making a positive impact on consumers’ lives.

You’ll join a culture that values:

- Collaboration over silos

📌 National Account Manager (Toronto)
🏢 Ricola
📍 Toronto