Senior Account Executive

Job summary

Manage and grow a portfolio of large, established customers while identifying and securing net new business opportunities. Develop strategic account plans and act as a trusted advisor to improve customer operational performance.

Job details

Job Overview We are seeking a highly motivated, results-oriented Senior Account Executive to manage and grow a well-established territory exceeding $5 million in annual sales. This role is responsible for developing long-term partnerships with large, complex customers while identifying new opportunities for growth within existing accounts and acquiring net new business. The ideal candidate thrives in a fast-paced, high-pressure environment where priorities shift quickly, and customer expectations are high. Success in this role requires strong business acumen, exceptional relationship-building skills, the ability to think independently, and a proven track record of driving profitable growth. As a trusted advisor to customers, the Senior Account Executive will work across multiple product categories and business units, helping customers improve operational performance while expanding Bunzl's presence within their organizations. This is an excellent opportunity for an experienced sales professional who enjoys managing strategic accounts, solving complex business challenges, and delivering measurable results. Key Responsibilities Strategic Account Management * Manage and grow a portfolio of large, established customers across multiple industries. * Develop strong executive and operational relationships within customer organizations. * Create and execute strategic account plans focused on customer retention, expansion, and long-term growth. * Identify opportunities to increase market share, expand product penetration, and drive cross-selling initiatives. Business Development & New Customer Acquisition * Prospect, qualify, and secure new business opportunities within the assigned territory. * Develop and maintain a healthy sales pipeline of new opportunities. * Conduct customer research and planning to identify high-value prospects and growth opportunities. * Consistently pursue net new business while maintaining strong support for existing customers. Consultative Selling & Problem Solving * Understand customer operations, challenges, and business objectives. * Recommend innovative solutions that improve efficiency, reduce costs, or create value for customers. * Present proposals, conduct business reviews, and deliver compelling value-based presentations. * Act as a trusted business advisor rather than simply a product supplier. Territory & Relationship Management * Take ownership of a large and diverse customer portfolio with multiple decision-makers and locations. * Manage customer expectations while balancing numerous priorities in a fast-moving environment. * Build credibility through responsiveness, industry knowledge, and strategic thinking. * Maintain regular customer contact through in-person meetings, phone calls, and digital communication. Product Knowledge & Continuous Learning * Develop expertise across multiple product categories and service offerings. * Continuously learn new products, industry trends, and market developments. * Position new solutions and innovations that support customer needs and growth initiatives. Sales Execution & Forecasting * Manage sales activity, opportunities, account plans, and customer information within CRM. * Maintain accurate forecasts and territory plans. * Monitor key performance indicators and implement strategies to achieve revenue and profitability targets. * Effectively negotiate pricing, contracts, and business agreements. Cross-Functional Collaboration * Partner closely with operations, customer service, supply chain, category management, and leadership teams. * Advocate for customers while ensuring company objectives are achieved. * Support successful implementation of new business, product conversions, and customer initiatives. Qualifications Education * Diploma or degree in Business, Marketing, or a related field, or equivalent experience. Experience * Minimum 5 years of progressive B2B sales experience. * Proven success managing large accounts and complex customer relationships. * Experience in distribution, facility supplies, industrial products, packaging, safety, foodservice, or related industries considered an asset. * Demonstrated ability to grow existing accounts while successfully acquiring new business. Skills & Competencies The successful candidate will demonstrate: * Exceptional business acumen and commercial awareness. * Ability to think independently and make sound business decisions. * Strong memory, organizational skills, and attention to detail. * Excellent time management and prioritization in a high-volume environment. * Confidence managing multiple priorities and customer demands simultaneously. * Strong communication, presentation, and negotiation skills. * Ability to build trust and credibility with customer stakeholders at all levels. * Data-driven decision-making and analytical problem-solving abilities. * Resilience, adaptability, and a strong sense of accountability. * A growth mindset with a passion for winning business and exceeding goals. Performance Metrics * Territory revenue growth. * Gross profit growth. * Customer retention and account expansion. * Net new business acquisition. * Product line penetration and share of wallet growth. * Pipeline development and conversion rates. * Achievement of annual sales objectives and strategic growth initiatives. Work Environment Location: Hybrid home office, local office, and customer sites. Reliable transportation, valid driver's license, and insurance required. Travel: Regular travel throughout the assigned territory, including multiple customer visits each week. Occasional out-of-town travel for sales meetings, training, and conferences. What we're really looking for: Someone who can walk into a $5M+ territory and treat it like their own business. A person who can manage complex customer relationships, learn quickly, adapt to changing priorities, think independently, and identify growth opportunities others miss. This is not a maintenance role. We need someone who can protect existing business, expand strategic accounts, and consistently bring in net new customers while thriving in a fast-moving, high-expectation environment. Bunzl Canada Inc. (bunzlcanada.ca [https://bunzlcanada.ca/]) provides the food and retail packaging, cleaning and hygiene products and equipment, safety and industrial supplies which keep over 58,000 Canadian businesses running optimally, every day. We bring our customers the advantage of global sourcing, product innovation and national scale combined with responsive local service and deep category expertise. Bunzl Canada is a certified Great Place to Work®. We are committed to creating an inclusive, equitable and positive working environment for all employees so that they experience a strong sense of belonging, while developing individually and professionally. Bunzl Canada is an operating company of Bunzl [http://bunzl.com/] plc (BNZL.L), a FTSE100 company listed on the London Stock Exchange. With 27,000 employees in over 30 countries, our global presence spans the Americas, Europe, Asia Pacific, and the UK and Ireland. At Bunzl, you’ll find Unlimited Potential… Your Career - - Our Future! Bunzl Canada has a tradition of commitment to equal employment opportunity. It is our established policy to attract and retain the best qualified people without regard to race, colour, religion, national origin, sex/gender (including pregnancy), sexual orientation, age, disability or veteran status as provided by law.

What you’ll do

Manage and grow a portfolio of large, established customers while identifying and securing net new business opportunities. Develop strategic account plans and act as a trusted advisor to improve customer operational performance.

Requirements

Requires a minimum of 5 years of progressive B2B sales experience and a diploma or degree in Business, Marketing, or a related field. Candidates must demonstrate strong business acumen, independent decision-making, and a proven track record in managing complex customer relationships.

Benefits

• Inclusive working environment
• Professional development opportunities
• Individual development support

Listed skills

• Time management · Preferred
• CRM Management · Preferred
• Territory Management · Preferred
• Negotiation · Preferred
• Communication · Preferred
• Consultative Selling · Preferred
• Relationship Building · Preferred
• Business development · Preferred
• Cross-Functional Collaboration · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Strategic account management
• Business development
• Consultative selling
• Relationship building
• Sales forecasting
• Negotiation
• Territory management
• CRM management
• Analytical problem-solving
• Communication
• Presentation skills
• Time management
• Business acumen
• Cross-functional collaboration
• Prospecting
• Independent Thinking
• Product Knowledge
• Business Metrics
• Sales Pipelines
• Cross-Functional Collaboration
• Continuous Development
• Digital Communications
• Operational Performance Management
• Cross-Selling
• Relationship Management
• Supply Chain
• Accountability
• Organizational Skills
• Growth Mindedness
• Sales Prospecting
• Business Objectives
• Expectation Management
• Business Decisions
• Resilience
• Service Offerings
• Valid Driver's License
• Planning
• Self-Motivation
• Data-Driven Decision Making
• Quick Learning
• Research
• Account Management
• Adaptability
• Business Marketing
• Business To Business
• Business Development
• Customer Relationship Management
• Business Acquisition
• Business Acumen
• Category Management

Job areas

• Sales
• Management & Leadership
• Consulting
• Logistics
• Retail
• Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

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