Director Key Accounts

This position leads the strategy, growth, profitability, and retention of the company's key customer relationships. This role establishes an enterprise-wide key account program and serves as executive sponsor for major contractors, developers, and other high-value customers. In close partnership with Regional Leadership, the Director ensures customer commitments are practical, risks are managed, and customer needs are met safely and consistently. The role also aligns commercial commitments with operational capacity, financial objectives, safety standards, and the company's long-term market strategy.

Essential Functions:

Strategic Account Leadership

• Develop and execute account plans for assigned key customers, including revenue, volume, margin, and partnership throughout the organization.
• Build trusted relationships with customer executives, estimators, and project managers.
• Maintain a strong understanding of customer pipelines, awarded work, project schedules, competitive threats, and future opportunities.
• Lead regular business reviews and coordinate timely resolution of service, quality, billing, and commercial issues.

Commercial Management

• Lead pricing strategy, bids, proposals, contract negotiations, and annual price adjustments for key accounts.
• Evaluate project scope, product requirements, and delivery conditions to minimize risk and exposure.
• Maintain accurate account forecasts, opportunity pipelines, contract records, and customer activity in CRM.

Operational and Cross-Functional Coordination

• Coordinate with Quality Control on mix designs, submittals, specifications, testing requirements, performance concerns, and corrective actions.
• Work with Finance and Credit to manage account exposure, collections, disputes, and compliance with approved credit terms.
• Promote safe operating practices and ensure commercial decisions support company safety standards.
• Perform all job duties in accordance with company safety and environmental policies and procedures without exception.
• Adhere to all company policies and procedures while promoting and adhering to company values.

Growth and Market Development

• Identify expansion opportunities across projects, locations, products, and services within assigned accounts.
• Monitor market conditions, construction activity, competitor behavior, material trends, and customer needs.
• Support development of value-added solutions, including specialized mixes, sustainable products, technical support, and project-specific service plans.
• Represent the company at customer meetings, industry events, and relevant trade associations.

Leadership

• Partner with regional General Managers and Sales Managers to provide clear direction and commercial guidance.
• Support and coach Account Managers in consultative selling, negotiation, relationship management, and ready-mix fundamentals.
• Demonstrate integrity, responsiveness, collaboration, and a customer-first approach.
• Promote teamwork across the organization to support regional growth.

Minimum Requirements:

• Bachelor's degree or equivalent combination of education and experience.
• Three (3) to five (5) years construction industry experience, preferably in the target market.
• Strong knowledge of the concrete as it relates to operations, construction markets, contract negotiation, and account strategy.
• Excellent interpersonal skills and customer-focused philosophy.
• Demonstrated ability to communicate effectively with people at all operations levels.
• Demonstrated experience in budget and goal preparation, contract negotiation, and program development.
• Computer proficiency includes MS Office (ie. Word, Excel, and Power Point) and previous experience with CRM systems
• Have good mathematics skills including use of feet, inches, and fractions.
• Valid drivers license in state of residence.
• Ability to travel up to 35% to customer locations, concrete plants, construction sites, and job sites.

Physical Demands:

• Ability to occasionally lift and carry materials, samples or equipment, weighing up to 50 pounds.
• Ability to walk and stand on uneven, wet, dusty or rough surfaces.
• Ability to climb stairs, access elevated work areas, and navigate active job sites.
• Ability to work outdoors in varying weather conditions, including heat, cold, rain and wind.
• Ability to sit and work at a computer or drive a vehicle for extended periods.