Director, Key Accounts

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.

This role will support Key Account(s) within our Protein business sector.

• Fosters collaborative partnership to drive customer specific strategic vision
• Drives revenue and growth of assigned Key Account(s)
• Manages customer relationships to ensure ongoing review of opportunities and profitability of assigned Account(s)
• Expands services provided to the existing customer base such as Transportation, Multi-vendor Consolidation (MVC), value added services, and international opportunities
• Coordinates with other Business Development and Commercial staff regarding integration of new and existing Account(s)
• Manages and ensures appropriate, profitability and rate initiatives are executed for assigned Account(s)
• Responsible for analysis and review of monthly revenue & KPI reports that include tracking of Account(s) performance in relation to Company budget goals and objectives
• Manages special projects to address customer-specific needs, working with customer, partner, and internal staff
• Manages solution development process for new business opportunities, coordinating efforts of support functions
• Maintain appropriate account information in CRM tool (Salesforce)

What Experience and Education You Need

• Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management
• 7-10 years of experience with a minimum of 5 years in management positions with increasing responsibilities
• 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
• Expertise in Protein Account(s)
• Demonstrated ability to build and maintain business relationships with Executive-level decision-makers and internal resources at all levels
• Proven ability in developing creative solutions for potential and current customers
• Proven success in new business sales and closure
• Ability to travel Estimated at 50%, including weekends and holidays as needed

What Could Set You Apart

• Masters degree
• Demonstrated ability to successfully manage multiple clients of various sizes
• Proficient in current technology platforms including Salesforce, Sharepoint, Webex, Microsoft Office
• Understanding of Supply Chain Systems such as WMS, TMS, OMS, and ERP's

The physical demands described below are representative of those that must be met to successfully perform the essential functions of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.

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