Regional BD Manager

What You'll Do

• Develop annual sales goals, performance standards, reporting functions, and appropriate measurements for all accounts.
• Monitoring the each assigned site's EBITDA & ensure it is maximized by proactively managing the commercial performance of each customer; making sure any deals are accretive to the site, and are at the correct market rate.
• Work with District Operation Directors to establish district level budget, and work collaboratively to achieve financial goals
• Develop district funnel management process; ability to initiate and execute proactive lead management to support targeted sales process
• Develop an understanding of regional competitive landscape and pricing. Provide critical support for M&A activities including market intelligence, target companies, customer and competitive insight.
• Partner with Director of Business Development to develop and execute specific regional marketing plans to ensure revenue growth in all products and facilities.
• VOC / VOI-Be voice of the customer internally by providing customer and industry feedback to internal stakeholders
• Owning a site's capacity to ensure there's the correct capacity layout to maximize EBITDA. This includes the analysis of customers and seeing that their individual service needs are being met with the correct storage media.
• Customer sequencing and transition - Sequencing in customers for new and exiting business to support site budgets
• Densification: Making the final call on opportunity vetting from a commercial perspective, leading both regional and key account/major owners to the proper sequencing of business in according commercial constraints and financial targets.
• Responsible for the identification of continuous improvement project through active Kaizen id and execution.
• Market and sell Americold's various transportation services, inclusive of MVC and Regional/National Freight Consolidation programs.
• Deliver and manage the annual GRI (General Rate Increase) process for assigned facilities
• Interface with other departments to ensure departmental participation in company goals and directives.
• Maintain continued relationship with the customer.
• As a shared responsibility, ensure compliance with employment laws.

What Experience and Education You Need

• 5-7 years of distribution sales experience with a minimum of 3 years in a field sales management position with increasing responsibilities.
• Bachelor's degree in Business, Sales, or Marketing or equivalent training in Business or Sales Management
• Must have relative industry experience including distribution, warehousing, logistics, transportation, CPG, etc. and understand common business practices and standards. Must have supply chain knowledge within the industry scope, along with a strong financial acumen
• Experience forming and maintaining new business relationships.

What Could Set You Apart

• Master's Degree.
• Existing network of contacts
• Experience in needs assessment, documentation, and process improvement.
• Effective sales management skills with the ability to develop and manage regional strategies for pipeline development.
• Excellent presentation preparation and delivery skills are required including strong PowerPoint abilities
• Entrepreneurial approach to responsibilities and selling Americold's services; must be a self-starter that can function in an ambiguous environment.
• Proven business savvy, possess financial acumen and understanding budgeting.
• Demonstrate a partnership approach in working with the facilities on selling Americold's AOS

Physical Requirements

• 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
• May require travel by automobile and airplane up for business
• May require a visit to facility operations in temperatures at or below freezing
• May carry loads related to travel and occasionally lifts, carries, positions, or moves objects weighing up to 20 pounds
• Requires the use of various electronic tools
• 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

The Company's good-faith and reasonable estimate of the range of possible compensation at the time of this posting for this position is $100,500 - $125,000 per year. Rate may vary based on work location.

Americold offers a range of benefits, including medical/dental/vision insurance, STD/LTD coverage, 401(K) with Company match, FSA, life insurance, EAP, and paid time off, some of which may vary depending on the particular position and whether it is covered by a collective bargaining agreement (CBA).

Americold is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.
EOE/AA M/F/D/V.