Director, Key Accounts

Primary Responsibility:

This role primarily requires new business attainment through prospect engagement and identification of new business opportunities in support of the company's strategy and growth objectives. Additional responsibility for management of assigned Key Account(s) to ensure revenue growth, account profitability, account maintenance, and customer satisfaction within Americold's assigned vertical/Sector. Key Accounts are considered Americold's Top 100 customers, generating revenue in excess of $1 million annually.

What You'll Do:

1. Fosters collaborative partnership to drive customer specific strategic vision.
2. Drives revenue and growth of assigned Key Accounts.
3. Manages customer relationships to ensure ongoing review of opportunities and profitability of assigned Account(s).
4. Expands services provided to the existing customer base such as Transportation, Multi-vendor Consolidation (MVC), value added services, and international opportunities.
5. Adheres to the Company's account management practices, processes, and procedures.
6. Leads and facilitates ongoing "value stream" analysis of assigned accounts.
7. Coordinates with other Business Development and Commercial staff regarding integration of new and existing clients. Project leader and coordination.
8. Manages and ensures appropriate profitability and rate initiatives are executed for assigned Accounts.
9. Responsible for analysis and review of monthly revenue & KPI reports that include tracking of Account performance in relation to Company budget goals and objectives.
10. Responsible for attainment of business objectives in alignment with sales incentive program.
11. Manages special projects to address customer-specific needs, working with customer, partner, and internal staff as needed.
12. Manages solution development process for new business opportunities, coordinating efforts of support functions required.
13. Maintains appropriate account information in CRM tool (Salesforce).
14. Other duties as requested.
15. Data gathering and analytics to drive fact-based decision making.

What Experience and Education You Need:

1. Expertise in assigned sector.
2. Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management; Masters a plus.
3. 7-10 years of experience with a minimum of 5 years in management positions with increasing responsibilities. Top candidates have experience in operational industries or business services in the areas of supply chain, warehousing, distribution, transportation, etc. Experience in the food industry with a focus on any or all of beef, pork, poultry, dairy, bakery, agricultural, or seafood related areas a plus.
4. Demonstrated ability to build and maintain business relationships with Executive-level decision-makers and internal resources at all levels.
5. Proven ability in developing creative solutions for potential and current customers.
6. Proven success in new business sales and closure.

What Could Set You Apart:

1. Effective account management skills.
2. Demonstrated ability to successfully manage multiple clients of various sizes.
3. Demonstrated excellence in the areas of negotiation, driving for results, ensuring accountability, time management, decision-making, organization savvy, human relations, strategic ability, negotiations, and project management skills.
4. Must possess strong analytical skills as well as ability to utilize tools such as Microsoft Excel, Access DB, etc.
5. Requires strong working knowledge of P&L components and budgetary planning.
6. Demonstrated experience in successful collaboration and conflict resolution.
7. Excellent verbal and written communication skills in one-on-one and group settings.
8. Must be team-oriented and collaborative.
9. Proficient in current technology platforms including Salesforce, Sharepoint, Webex, Microsoft Office.
10. Understanding of Supply Chain Systems such as WMS, TMS, OMS, and ERP's a plus.
11. Professional appearance and presentation required.
12. Demonstrated ability to coordinate multiple tasks in high pressure, fast paced environment.
13. Strong business acumen.
14. Ability to travel estimated at 50%, including weekends and holidays as needed.
15. Located within a major metropolitan area and/or near a major airport hub. Preference given to Northeast or Atlanta based location.

Physical Requirements:

1. Requires the ability to sit for long periods of time, with frequent interruptions.
2. Requires several hours per day of sitting, getting up and down from chairs, and reaching or bending.
3. Requires manual dexterity with normal hand and finger movements for typical office work.
4. Talking, hearing, and seeing are important elements of completing assigned tasks.
5. Requires frequent travel by automobile and airplane up to 50% of the time.
6. Required to evaluate facility operations in temperatures at or below freezing.
7. Frequently carries loads related to travel and occasionally lifts, carries, positions, or moves objects weighing up to 20 pounds.
8. Requires the use of various electronic tools.
9. Occasionally works evenings or weekends in order to complete objectives or to attend meetings.
10. Requires the ability to relate to others beyond giving and receiving instructions: must partner with colleagues without exhibiting behavioral extremes.
11. Requires the performance of work activities including reasoning, negotiating, instructing, persuading, or speaking with others; and respond appropriately to constructive feedback from executive management.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What We Offer:

Our associates know the answer to the question What's in it for me? We offer best-in-class benefit programs and continuously work with our associates to ensure that our offerings meet the needs of their health and financial well-being. When you join Americold you join a values-oriented company with a clear mission. We help our customers feed the world.

Americold is an Equal Opportunity/Affirmative Action Employer and complies with applicable employment laws.
EOE/AA M/F/D/V DFW.