Director of Key Accounts

4 weeks ago

Lakeland, Florida, United States JBT Full time
Job Description

The Director of Key Accounts is responsible for developing and executing strategies to manage and grow our relationships with key clients.

This role requires a strategic thinker with strong leadership skills and a deep understanding of our industry.

Key Responsibilities
  • Client Relationship Management: Develop and maintain strong, long-term relationships with key accounts. Act as the primary point of contact and ensure the highest level of customer satisfaction.
  • Client Needs Assessment: Conduct in-depth assessments of client needs and challenges to propose tailored solutions that leverage the company's products and services
  • Risk Management: Identify potential risks within key accounts and proactively develop strategies to mitigate them, ensuring continuity and client satisfaction
  • Innovation Advocacy: Promote and advocate for innovative solutions and technologies that align with clients' evolving needs in the food industry, facilitating effective change management
  • Personalized Client Engagement: Design and implement personalized engagement plans for key accounts that include regular check-ins, face-to-face meetings, and tailored communications
  • Strategic Planning: Develop and implement strategic account plans to achieve business objectives. Identify opportunities for growth and work with internal teams to develop solutions.
  • Sales Management: Lead the sales process for key accounts, including negotiations, contract management, and closing deals. Achieve or exceed sales targets and KPIs.
  • Cross-Functional Collaboration: Work closely with product development, marketing, and customer service teams to ensure a cohesive approach to account management
  • Market Analysis: Monitor market trends and competitor activities. Provide insights and recommendations to senior management.
  • Reporting: Prepare regular reports on account status, sales performance, and market trends. Present findings to senior management.
  • Team Leadership and Development: Hire top talents. Lead, mentor, and develop a team of account managers. Provide guidance, support, and performance feedback to ensure team members achieve their individual and collective goals.
  • Training and Development: Identify training needs and opportunities for professional development within the team. Foster a culture of continuous learning and improvement.
  • Performance Management: Conduct regular performance reviews, set clear objectives, and implement performance improvement plans as necessary. Recognize and reward high performance.
  • Resource Allocation: Optimize the allocation of resources within the team to ensure efficient and effective account management. Address any gaps in resources or skills promptly.
  • Team Building: Cultivate a collaborative and positive team environment. Encourage open communication, teamwork, and the sharing of best practices.
Qualifications
  • Education: Bachelor's degree in Business Administration, Marketing, Engineering, Food Science, or a related field
  • Industry Knowledge: Deep knowledge of food industry regulations, quality standards, and emerging technologies impacting the sector, which enables informed decision-making and strategy development
  • Networking: Proven ability to build and leverage a robust professional network within the food processing and capital equipment industries to drive business development
  • Experience: Minimum of 10 years of experience in account management, with at least 5 years in a leadership role. Experience in the food processing or Capital Equipment industry.
  • Financial Acumen: Strong understanding of budgeting, forecasting, and financial analysis to create and manage account plans effectively
  • Negotiation: Exceptional negotiation skills with a track record of closing complex deals and managing contract compliance. Experience with Strategic selling, solution selling and other sales methods.
  • Digital Literacy: Familiarity with digital sales tools and platforms that enhance client engagement and streamline account management processes
  • Leadership and Team Management: Strong leadership and team management skills. Excellent communication and interpersonal skills. Strategic thinker with strong analytical skills. Proven ability to drive sales and achieve targets. Proficient in CRM software (preference for SalesForce) and Microsoft Office Suite.
  • Attributes: Customer-focused with a strong commitment to client satisfaction. Ability to work in a fast-paced, dynamic environment. High level of integrity and professionalism.
  • Results Orientation: A keen focus on achieving measurable outcomes, with a proactive approach to problem-solving and overcoming challenges
  • Passion for the Industry: A genuine interest and passion for the food industry, demonstrating commitment to advancing industry best practices

Travel Requirement: From 25% to 50%

Relationship Responsibilities: 5-6 Direct Reports

COMPENSATION RANGE: $145,000.00 to $170,000.00

Compensation is determined on experience and skill.

This job description is a general description of essential job functions. It is not intended as an employment contract, nor is it intended to describe all responsibilities someone in this position may perform.

All employees of JBT are expected to perform tasks as assigned by supervisory personnel, regardless of job title or routine job responsibilities.

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