18 Jan
IQ PARTNERS
Greater Toronto Area
apetito is a leading food and nutrition business supplying care and social markets (Healthcare, LTC, schools, meals on wheels, etc.) with annual sales exceeding $1B (CAD). It is a privately owned family business based in Rheine, Germany with operations in Germany, the UK, the Republic of Ireland, The Netherlands, Austria, Spain, Canada and the US. The family owners have demonstrated a consistent and positive approach to re-investment into the business and a long-term view on how to create value. In recent years, the group growth has been achieved via both organic growth and acquisition.
In Canada, we are apetito HFS Limited headquartered in the nation’s capital and the company operates two brands: apetito HFS and Heart to Home Meals.
- apetito HFS is focused on a business-to-business model supplying frozen food products to the Canadian healthcare market and Meals on Wheels. Often hospitals and long-term care facilities need specialist products, and we are experts at making meals that make a real difference for their patients and residents. Specialist nutrition foods like minced and puree entrées for those with dysphagia, thickened soups to prevent choking and other special diet products form our niche. Our product range would be by far the largest available within this specialized sector. Products are distributed from coast to coast to coast primarily via broad line distributors and contracted with all major buying groups.
- Heart to Home Meals strives to make a real difference to the lives of seniors in Canada by providing delicious and nutritious frozen meals from franchises based in local communities.
The production facility in Ottawa is located in the Orléans community and occupies a 72,000
square feet purpose-built facility constructed in 2003. It was acquired by apetito in 2019.
apetito is currently investing $20 M Canadian in plant expansion and a new spiral freezer, this will both add capacity and give product improvements. As a federally inspected meat plant it operates a HACCP plan and is SQF accredited. Most of the business support and head office functions are located here. Finished goods inventory is held in the Greater Toronto Area at a 30,000 square feet leased freezer store in Brampton. The Customer Service and Distribution support team is located here.
The Role and the Team
Reporting to: Director of Sales
Key relationships: Sales team (nationally), Commercial Manager – Healthcare, Healthcare Marketing team, Customer Service team, Planning and Inventory Manager, and extended team members across the organization.
Place of work: This role is home based,
preferably within commutable distance to the Greater Toronto area due to the nature of the business and client head office locations.
The National Account Manager role represents an exciting opportunity for an experienced sales professional to further develop their career and mold the future growth of the Healthcare Division. This is a brand new and unique role within our sales team, providing the ideal candidate with the opportunity to supercharge our growth and unlock new opportunities with large, key market players. The ideal candidate will bring drive, passion and expertise to engage senior management with new business development opportunities.
The key deliverables for the role include:
Develop,
implement and execute compelling customer success plans with our distributor and buying group partners to unlock new business development opportunities with the support of the Director of Sales.
Connect national menu opportunities with our account managers to grow sales by facilitating end user menu placement.
Ensure world-class partnerships with distributors to maximize listings base and ensure apetito HFS is the “first choice” with national chain customers and distributor sales teams alike.
Manage and develop our fledgling success in the British Colombia Territory
Create new opportunities within underpenetrated long-term care chains
Inform and advise the commercial manager of key RFP’s and contract opportunities
The successful candidate will have expected outcomes of achieving and exceeding growth targets with specific clients and supporting the business unit with overall growth ambitions.
Key responsibilities include but are not limited to:
As a senior member of the sales team,
work closely with the Director of Sales, Commercial Manager, Healthcare Marketing and other internal stakeholders to supercharge our sales strategy.
Collaborate with distributor and apetito HFS sales teams to develop sales plans for their individual territories for menu role outs based on national activity.
Collaborate with the marketing team, category manager and product development team to deliver successful joint initiatives with our national accounts
Review listing base by distributor location to maximize “active” listings
Manage the relationships and business growth within the specified buying group responsibilities to ensure preferred supplier status, contract compliance and additions to Managed Order Guides
Liaise with national account menu development,
nutrition and procurement teams to ensure apetito HFS is a preferred supplier and succeeds with menu additions across national menus e.g. fall and winter menu reviews
Sales Territory to include BC and SK
Attend industry events such as food shows, conferences nationally as well as within dedicated sales territory
Utilize and engage technology and CRM programs to maximize client engagement, lead generation and growth both regionally and nationally.
To always represent apetito HFS and its values, fostering a positive image with internal and external partners.
- Assist the Director of Sales in training / coaching of the Ontario based Account Managers with new technology or process adoption.
Qualifications:
Essential:
University degree or relevant experience in a business, healthcare or hospitality related field
Minimum 5 years work experience in a similar role or environment
High level understanding and demonstrable experience of sales, client relationships maximization
Proven track record of sales growth
Driven to succeed attitude
Proven negotiating skills
Reasonable proficiency with Microsoft Office including intermediate Excel
Desirable:
Existing relationships within the market
Understanding of the Canadian healthcare environment particularly foodservices
Experience in same or similar field
Use of a sales CRM program
Bilingual in English & French
Personal Qualities:
The successful candidate will be a self-starter with a can-do attitude, proactive and positive outlook. They will be a team player with the ability to manage people and processes on time and always seek to exceed expectations.
Essential:
Working with people
Demonstrates an interest in and understanding of others
Inquisitive and always striving for new ways to do things better
Makes a strong personal impression on others
Establishes good relationships with people.
Delivering results and exceeding expectations
Focuses on customer needs and satisfaction
Desirable:
Approachable
Ability to be firm when needed re negotiating internally or externally
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