Corporate Accounts Director

3 weeks ago

Bowling Green, United States Betco Full time

Reporting to the Senior Director of Sales, Corporate Accounts, the Corporate Accounts Director will play a major role with our national distribution and redistribution customers/prospects leading the prescription of product design and training development. The Corporate Accounts Director will have a key role in the closing and development of strategic national distributor/redistributor customers, will interface with Betco Sales Leadership, Betco Field Sales and throughout the customer’s organization to develop and design the best programs to maximize their revenue into their end use customers. The individual will work to target specific opportunities in collaboration with the Senior Director of Sales, Corporate Accounts. Must live near a major airport ESSENTIAL DUTIES AND RESPONSIBLITIES: Directly responsible for the product design, gap analysis and training programs of key national distributors/redistributors. Manages with an expert-level understanding of the sales process in order to maximize collaboration for each distributor segment. Participate in prospects presentations, focusing on the prescription phase with an emphasis on innovation. Work in collaboration with Corporate Account Team members on the development and execution of the overall strategy for the national distribution channels. Highly competent at working within a matrix organization to meet and exceed business objectives. Assist in the defining of national distributors and provide research to understand the competitive landscape, segmentation, and distribution needs for the business. Work in collaboration with the Sales Leadership Team to deliver incremental revenue for the organization. Track progress via the sales pipeline and develop key performance indicator (KPI) dashboards and metrics to measure success. Participate in customer’s business review process. Participate in the annual strategic planning process; articulate the business strategy to both internal and external constituencies. BEHAVIORAL CAPABILITIES: INTEGRITY:

Does not ethically cut corners. Remains consistent in terms of what one says and does and in terms of behavior towards others. Earns trust of coworkers. Puts organization above self interests. CUSTOMER FOCUS:

Regularly monitors customer satisfaction. Meets internal and external customer needs in ways that provide satisfaction and excellent results for the customer. ENERGY:

Exhibits energy, strong desire to achieve, high dedication level. ORGANIZATION/PLANNING:

Can perform multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information in a useful manner. INTELLIGENCE:

Intellectually curious, demonstrates ability to acquire understanding and absorb new information rapidly. ANALYSIS SKILLS:

Identifies significant problems and opportunities. Analyzes problems and people in depth PRAGMATISM:

Generates sensible, realistic, practical solutions to problems. TEAM PLAYER:

Reaches out to peers to tear down walls. Approachable, coachable and willing to educate others. Earns a reputation for leading peers toward support of what is best for the total company. EXCELLENCE:

Sets high, “stretch” standards of performance for self and all coworkers. Demonstrates low tolerance for mediocrity. Requires high-quality results. Exhibits conscientiousness and high sense of responsibility. TENACITY:

Consistent reward of passionately striving to achieve results. Conveys strong need to win. Reputation for not giving up. Requirements EDUCATION AND/OR EXPERIENCE: A minimum of 10 years of progressive experience with demonstrated success with national distributors in a relevant industry. Prior experience working in a corporate environment, or a diversified, complex organization is required; experience in a distribution environment and/or within the industry preferred. Current relationships with key national distributors in the facility supplies space. REQUIRED SKILLS Demonstrated ability to drive performance standards and execute in a results-driven organization through a high level of personal motivation and enthusiasm. Excellent at influencing others. Uncanny ability to manage conflict towards positive resolution and change that benefits the business. High-energy and an ability to work in a fast-paced environment. Bachelor’s degree in Sales; Communications; Marketing or related field required; MBA a plus. Proficient in Microsoft Office Suite – Outlook, Word, PowerPoint, Excel (knowledge of Pivot Tables preferred). Proficient with CRM. Financial and analytical skills, with the understanding P&L and the financial implications of customer’s situations and concern. PHYSICAL REQUIREMENTS: Computer work for extended periods of time Frequently works additional hours beyond normal schedule. Frequent travel to customers and trade shows 50% of the time.

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