Regional Account Director

2 days ago

Houston, Texas, United States En Route International Full time
Job Title: Regional Account Director

We are seeking a highly skilled and experienced Regional Account Director to join our team at En Route International. As a key member of our commercial team, you will be responsible for leading a team to meet and exceed sales & profit targets for En Route accounts in the region.

Key Responsibilities:
  • Accountability for all budgeted costs and involvement in contract negotiations with prospective clients and caterers.
  • Grow market share, achieve, and exceed sales & gross margin targets.
  • Strategy and account planning for key accounts.
  • Drive the negotiation and strategy with Key Prospective Accounts taking responsibility for key decisions.
  • Forecast and monitor and evaluate sales performance of key accounts and self.
  • Analyse competitor activity and uses data to formulate proposals for changes in strategy.
  • Report through the CRM system. Oversees the operation of the US office and associated activities.
  • Work with the US and Global Commercial Team to create a shared vision and clear roadmap that drives a step change in performance to achieve growth in the region and supports global customer initiatives.
  • Maintains an awareness of, and exercises judgment in, such areas as market conditions, competitive activities, general economic conditions, and governmental, legislative and regulatory matters.
  • Identifies new market and product opportunities and feeds back market requirements to HQ as appropriate.
  • Provide inspirational leadership to the US sales team and engage, motivate and drive the team in a 'can do' fashion to deliver the day-to-day growth whilst considering the options for improving strategic relationships.
  • Ensure that the team have every opportunity to learn, develop and progress providing appropriate training in order that people are equipped with the necessary knowledge and skills to perform their roles with confidence and progress in their careers.
  • Develop and execute strategic sales plan in conjunction with the Commercial Director to achieve sales targets and expand our customer base.
  • To proactively develop and maintain relationships with airlines, caterers and other targets to secure new business opportunities for En Route
  • Acquire deep knowledge and insights into the customer businesses and develop strategic alliances with key decision-takers and decision-influencers up to and including main board level.
  • Align team goals with the sales strategy to drive innovation that meets commercial needs whilst exceeding consumer expectations.
  • To be involved in strategically developing solutions for prospective clients and leading sales activities to prospective clients through face-to-face meetings and presentations.
  • To ensure all customer and prospective records and information is kept current in appropriate En Route systems maintaining up to date CRM data to manage opportunities and the pipeline in a structured way.
  • Establishes appropriate goals and measures for short- and long-term sales and overall growth in line with En Route vision and targets, and regularly evaluates results against these performance standards to ensure profitable growth.
  • Develop and promote new business opportunities, innovations and ideas with active involvement and support of NPD and Creative Teams
  • Collaborate with other key functions (Operations, NPD, Creative and Finance etc.) to ensure seamless project management and effective robust planning and delivery of the prospective and current customer promise.

This role requires a strong commercial acumen, excellent leadership and communication skills, and the ability to work in a fast-paced environment. If you are a motivated and results-driven individual with a passion for sales and business development, we encourage you to apply for this exciting opportunity.

Requirements:

  • Educated to University Degree level or equivalent business experience.
  • Experience in managing sales and people management.
  • Sales and/or Airline Catering experience and at least 6-8 years in strategic sales or commercial account management or business development.

Preferred Qualifications:

  • Proven sales ability and customer account development in Airline Catering or similar
  • Strong commercial awareness required.
  • Ideally food or airline sector experience or experience gained in a fast-paced environment – with similar complexity of multi stakeholder and global distribution.
  • Understanding of the Airline Industry
  • Highly numerate (to interpret and produce financial plans, account profit, margins, etc.)
  • Good data and business analysis and reporting skills
  • PC literate including Excel, Word, PowerPoint, etc.
  • Able to construct and deliver influential commercial selling presentations.
  • Superior negotiation skills
  • Native speaker level English (spoken/written), Bi-Lingual would be preferred.
  • Must have the right to live and work in the USA.

Job Dimensions:

  • Geographic Responsibility: North America
  • Type of Employment: Full time
  • Travel Required, primarily within North America, willing to travel at short notice.

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