Director, National Accounts
2 weeks ago
The Clemens Family Corporation
Director, National Accounts
Hatfield ,
Pennsylvania
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Reference #: e161ed22-95e9-4c49-a59d-80b34a3637c5Description
The Director of National Accounts is responsible for building the strategy and managing the execution of one of Clemens Food Group's fastest growing sales channels. The ideal candidate is a strategic thinker, exhibits a high degree of accountability to the P&L, and is a collaborative and influential member of the foodservice sales team.Strategy & PlanningResponsible for National Account P&L and overall profitability of the business channelSet and execute strategic plan for National Account channel, including memorializing and communicating for alignmentCollaborate with VP of Foodservice to establish annual sales budgetServe as resource on competitive intel and key account partnershipsAlign customer One Page Plans (Strategic Playbook) through consultation with AEs (Account Executives)Align company resources to customer One Page PlanCreate goals and strategies for Channel that align with Company InitiativesUnderstand financial impacts of Channel strategy in order to make best decisions for CFGIdentify new growth opportunities, linking CFG capability/capacity to Customer needLead and participate in strategic RFP process(s)Create pipeline to align with strategy and instill confidence within the organization for future growthMaintain awareness of competitive landscape and other packers' Nat'l Accts businessPerformance ManagementBuild, manage, and update structure for execution performanceReview sales activities (last week and next week) and promote short interval accountability to sales plans w/ AE'sManage accountability of execution against One Page Plan(s)Collaborate with AEs on discovery and solution cultureOversee strategic initiatives and projects (including product roll outs)Pipeline goals/target for team established and accountability enforcedEnsure oversight of inventory management, forecasting, and customer service levelsLead quarterly meetings with senior leadership on account statusEnsure team focus on margin, understanding key impactors and adjusting where possible to ensure consistent performanceEducate AE team on financial impacts of proposed opportunities and focus on true value for CFGTalent ManagementCoach AEs on personal and performance growthManage performance and accountabilityBuild team - Source, Interview Hire, based on a continuous focus on talentTrain and onboard new AEsParticipate in CFG sales team training on CFG MethodologyRemove Obstacles and Provide ResourcesManage team expectations (Pipeline, Close ratio, Average close size)Build succession plan and IDPs for AE's to ensure retention of top talentMaintain accountability for team performance through PE processRelationship DevelopmentFacilitate and lead top-top meetings and corporate interactions with customersLead internal meetings for strategic planning to penetrate new customer segments annuallyBuild a network of key influencers and contact points to facilitate pipeline growthDisplay courage with customers in difficult conversations, advocating for CFG interests in a fair mannerSupport team in difficult conversations re: allocations, pricing, etc... and intervene when neededAct as a source of clarity and insight to customers regarding the dynamics of CFG's businessAttend industry and strategic eventsTeam CFGAttend internal meetings (Training, Sales, Budget, Planning, BusinessReviews, Level 10 etc.)Report progress to VP of food serviceWork on CFG Special projectsPursue personal development and growthAdvocate for team internallyQualifications
BehaviorsEnthusiastic - Shows intense and eager enjoyment and interestFunctional Expert - Considered a thought leader on a subjectInnovative - Consistently introduces new ideas and demonstrates original thinkingLeader - Inspires teammates to follow themThought Provoking - Capable of making others think deeply on a subject
MotivationsG owth Opportunities - Inspired to perform well by the chance to take on more responsibility
Experience5 years: of National Accounts experience required. Team Management and Leadership experience strongly preferred. (required)
SkillsAdaptability (required)Communication (Eng Lang) (required)Continuous Improvement (required)Mathematics (required)Microsoft Office (required)Problem Solving (required)Project Management (required)Time Management (required)Verbal Reasoning (Eng) (required)Verbal Skill (Eng Lang) (required)
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
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