Job SummaryThe National Account Manager is responsible for leading, growing, and strategically managing a portfolio of regional and national retail accounts across Canada and the United States, with a primary focus on grocery chains and pet specialty retail channels. This role owns the end-to-end customer relationship for assigned accounts from strategic joint business planning through day-to-day execution and is accountable for delivering profitable, sustainable growth for RNF Pet Products Inc. across both regional chains and national retail banners. This role acts as the primary voice of the customer internally, driving cross-functional alignment across Sales, Marketing, Category Management, Demand Planning, and Finance to bring RNF Pet Products brands to life at retail in both the Canadian and U.S. markets. Key Responsibilities

Driving Strategic Sales Growth for RNF Pet Products

- Demonstrate and uphold RNF Pet Products Core Values in every customer interaction.
- Build trust and credibility with customers by developing deep, multi-level relationships across buying, category, marketing, and supply chain teams within each account.
- Develop and execute account-specific strategic plans to meet or exceed revenue, distribution, and profitability targets across both the Canadian and U.S. businesses.
- Manage a balanced portfolio of regional and national accounts, tailoring approach and level of engagement to each account's scale, complexity, and growth potential.
- Build and manage a robust new business pipeline, prospecting, qualifying, pitching, and closing opportunities with mass, grocery, club, and pet specialty retailers in both markets.

Cross-Border & Regional/National Account Management

- Navigate the distinct retail landscapes, buying cycles, and category dynamics of the Canadian and U.S. markets, adapting selling strategy and programs accordingly.
- Partner with regional and national broker/distributor networks in the U.S. to extend account coverage and execution where required.
- Coordinate cross-border logistics, pricing, and compliance considerations (e.g., duties, labeling, currency) in partnership with Supply Chain, Finance, and Regulatory teams.
- Balance the needs of large national retail banners with the agility required to grow emerging regional chains,



ensuring RNF Pet Products resources are prioritized effectively across the portfolio.

Planning, Forecasting & Financial Management

- Own the bottoms-up demand forecast for all assigned accounts, ensuring accuracy and consistency within RNF Pet Products S&OP; process.
- Actively manage account P&Ls;, including trade spend, promotional investment, and deduction resolution against approved budgets.
- Compile and analyze sales, syndicated (e.g., Nielsen/IRI/SPINS), and shipment data to identify trends, risks, and opportunities, and adjust plans proactively.
- Follow RNF Pet Products trade compliance and deduction management processes, ensuring timely resolution of customer trade payments and deductions.

Execution Against Core Selling Tactics

- Assortment: Leverage the Priority Ranking List and category insights to close and expand distribution on core and incremental items.
- Shelving: Partner with Category Management to build best-in-class shelving and planogram recommendations for each retailer.
- Merchandising: Develop merchandising and promotional programs aligned with RNF Pet Products brand strategies and each customer's promotional calendar.
- Pricing: Manage pricing strategy in line with guidelines and guardrails set by Sales Planning & Strategy, for both every day and promoted pricing, across CAD and USD price points.
- Innovation: Present recent product innovation to accounts in a timely manner, building speed-to-market launch plans and securing distribution ahead of key selling windows.

Cross-Functional Leadership & Communication

- Collaborate closely with RNF Pet Products Marketing team to align shopper marketing, digital, and in-store programs with account strategies.
- Lead quarterly business reviews (QBRs) with key accounts and distributor/broker partners; provide monthly account updates to internal stakeholders and customers.
- Communicate account activity, results, risks,



and opportunities clearly and proactively through RNF Pet Products internal reporting processes.
- Represent RNF at relevant trade shows, industry events, and customer conferences across Canada and the U.S.
- Take full ownership of assigned accounts — acting with the accountability and care of a business owner — while keeping the work environment positive, energetic, and collaborative.
- Perform other duties as assigned.

Key Competencies

- Demonstrated success creatively solving customer and business problems and implementing effective solutions.
- Strong presentation, negotiation, and active listening skills, with experience presenting to senior retail buying and category teams.
- Proven ability to manage both large national retail relationships and smaller, high-growth regional accounts simultaneously.
- Strong team player with energy, passion, ambition, and a competitive drive to win in the marketplace.
- Outstanding organizational and time management skills; able to manage a complex, cross-border account portfolio.
- Intermediate-to-advanced computer and technical skills, with emphasis on MS Office Suite (Excel, PowerPoint) and syndicated data platforms (e.g., Nielsen, IRI, SPINS).
- Ability to adapt communication style to a wide range of audiences, from retail buyers to senior internal leadership.
- Comfortable working with sales enablement tools, retailer portals, and CRM/trade management software.
- Proven ability to build and sustain productive relationships with key business partners across two countries.

Education and Qualifications

- University Degree in Business, Marketing, or a related discipline strongly preferred.
- 7–10+ years of progressive CPG sales experience, including proven success managing national and/or regional retail accounts.
- Demonstrated experience managing both Canadian and U.S. retail accounts strongly preferred; existing relationships with mass, grocery, club, or pet specialty retailers considered a strong asset.
- Experience in the pet food/treat, natural, organic, or health food industry a strong plus.
- Experience working with broker and distributor networks in a cross-border selling environment as an asset.
- Eligibility to travel freely between Canada and the United States for business purposes.

📌 National Account Manager - Canada & USA (Toronto)
🏢 RNF Pet Products
📍 Toronto