Manager, Go to Market

About Us !

As part of the largest baking company in the world, Bimbo Canada is a leading producer and distributor of packaged fresh bread, bakery products and snacks.
We produce and distribute more than 1,000 products across 18 brands Canadians know and trust, like Dempster's®, Villaggio®, POM®, Bon Matin®, Stonemill®, Natural Bakery®, Takis®, Thomas'®, Little Bites™, Vachon®, Hostess® and more.

In business for more than 110 years, the company operates 16 bakeries and employs approximately 4,000 associates across Canada.
Bimbo Canada pursues our goal of creating value by being at the forefront of manufacturing and service delivery innovation in the baking industry through the continued improvement and refinement of its supply chain network while serving major grocery chains, retail outlets and foodservice operations across Canada.

Hiring Requirements:

Bimbo Canada reaches its 50,000 points of sale through various distribution models, including independently operated Direct to Store (DSD) routes, direct ship from plant, third party distributors, customer warehouse, and others.
Most of our volume is distributed via DSD, but while this method is ideal for many of our fresh shorter shelf-life products and allows us to offer enhanced merchandising and ordering services to our strategic customers, other categories and customers may warrant a different approach.
The Transformation & Sales Optimization office within Bimbo Canada is responsible for the secondary distribution and store-level service aspects of our go to market strategy and is tasked to ensure we bring our products and services to the market in a way that's targeted to customer segments, value proposition, sales channels, and cost effectiveness, with the objective of ensuring we can consistently exceed the expectations of each customer and achieve our full potential business objectives.

The Go to Market Manager is part of this dynamic team.
We are dedicated to supporting Field Sales through project management, innovation, and continuous improvement in distribution, ordering, selling, and merchandising.
This role works closely with other team members to problem solve, build and manage processes and tools, facilitate learning, mitigate risk, and enhance productivity.
Their guiding principles of lean thinking and respect for others power the skills and tactics to support Bimbo Canada's strategic objectives of business simplification, transformation, and driving profitable customer growth.

The Go to Market Manager provides leadership and governance around our secondary distribution and store-level service models, with a particular focus on identifying and piloting new opportunities, measuring success, and establishing guidelines and parameters for which models are best applied based on customer and business requirements.
He/she conducts ongoing analysis of current and potential distribution models, develops tools to support and guide business decisions in this area, and leads the deployment of strategic initiatives that directly impact results.

Salary Range:
$92,000 - $120,000

Key Responsibilities

Go to Market Distribution & Store-Level Service Models

• Works closely with commercial partners to understand product categories, customer segments, business objectives, and competitive landscape.
  Identifies and evaluates distribution and service opportunities based on these parameters, and with clearly defined value proposition.
  
• Designs distribution and service models that are aligned to objectives; develops hypotheses and implements plans to pilot and test.
  
• Coordinates and aligns the efforts of cross-functional teams involved in the implementation of distribution and service models, including commercial engineering, sales, legal, and business technology.
  
• Monitors and measures the performance of these models and their impact on business results using data and inputs from various sources.
  

Third-Party Distributor Relationships

• Identifies and pursues new leads for prospective third-party distributors to expand market reach and improve distribution and service efficiency.
  
• Develops and manages relationships with third-party distributors, including defining scope and terms, and establishing standards for customer service expectations and brand management.
  
• Establishes KPIs and tracks performance of third-party distributors and works closely with them to implement strategies that align to business objectives and customer requirements.
  

Point of Sale Saturation

• Manages and tracks Bimbo Canada point of sale saturation against the full potential universe in Canada to ensure optimal market coverage.
  Leverages external data sources to offer clear insights around the size of the universe and where the opportunities to sell products are.
  
• Analyzes data to identify gaps and opportunities for increasing point of sale saturation.
  Collaborates with cross-functional associates to coordinate workplans and track actions to achieve objectives.
  
• Develops and implements strategies to improve point of sale saturation and maximize market penetration of Bimbo Canada products.
  

Liaison with Key Accounts

• Acts as a liaison with the Bimbo Canada key accounts team to develop innovative distribution and service solutions for new and existing customers that are aligned to the specific requirements and expectations of each customer / segment.
  
• Collaborates with the key accounts team to ensure accurate maintenance of required data and insights for ongoing centralization of current systems, solutions, and customer and distributor arrangements in place.
  

Strategic Project Management, Innovation, & Transformation

• Offers leadership through project management and process design to drive strategic priorities.
  Effectively organizes resources and activities into streamlined work plans that deliver timely results.
  
• Develops a deep understanding of Field Sales and business requirements and identifies opportunities for innovation.
  Engages with associates and leadership across functions to facilitate the development of creative solutions and tools, and leverages communication and change management tactics to implement work with sustainable results.
  
• Performs complex analyses to evaluate the impact of potential changes and decisions on distribution and service models.
  Tracks and measures key performance indicators (KPIs) associated with business objectives in this area and provides ongoing updates to senior leadership.
  
• Provides recommendations to support strategic decision-making, backed by strong influencing skills to drive change.
  

Experience & Education

• 3 - 5 years of managerial experience.
  
• Intermediate to advanced PC proficiency (MS Excel, Power point).
  
• Post-secondary degree in business, logistics, or related field is an asset.
  
• Moderate travel within North America.
  
• English essential, with bilingual French an asset.
  

Skills & Knowledge

• Experience in sales operations with strong knowledge of DSD and other distribution .