Scope :
The Director of Strategic Accounts will drive profitable revenue growth by developing and maintaining strong business relationships at key accounts.
This role will achieve / exceed company goals by productively navigating challenging situations and leveraging emerging opportunities.
They will influence decision making at all levels of both the customer’s organization and within Hearthside by demonstrating strong business, financial and emotional intelligence.
Remote role with up to 30% travel reporting to VP Business Development and Strategic Accounts.
Responsibilities include :
- Retaining and growing strategic accounts
- Creating and implementing account plans for strategic accounts with short-term objectives and long-term goals along with clearly defined steps to reach them
- Speaking with customers on a regular basis to check in on them and propose new solutions for their organization
- Preparing and participating in regular Top-to-Top meetings with strategic accounts
- Completing and implementing new business development plans
- Maintaining project pipeline and ensuring forecasting accuracy
- Collaborating cross-functionally with operations, quality, R&D, and finance
- Ensuring adherence to decision making criteria and process, including effective use of the HFS SharePoint and pipeline system / trackers
- Engaging in customer / industry activities and business building opportunities (tradeshows, innovation sessions, customer vendor summits, etc.)
- Working in partnership with Commercial Finance team to deliver financial targets for new and ongoing business
- Managing customer contracts with HFS legal team support
- Participating on sales and customer process improvement teams (continuous improvement) to ensure customer and company requirements are simultaneously met
- Building business cases to move the business forward and meet financial goals
- Leading and developing direct report / s (Strategic Account Manager)
Required Competencies & Knowledge :
- Sales reporting, forecasting, insights, and analytics savvy
- Business Development, Sales, and Customer Relations expertise
- Executive presence with proven negotiating skills
- Demonstrated ability to manage and develop employees
- Problem solving and de-escalation mindset
- Accurate, detail-oriented approach to daily work
- Results driven with a strong will to embrace and drive change
- Ability to build healthy relationships, at all levels of the organization, both externally and internally
- Strong business acumen including in-depth knowledge of the P&L and levers to improve profitability
- Excellent oral, written, and presentation skills
- Desire and ability to maintain the utmost confidentiality
Minimum Qualifications :
- Four-year college degree in business administration, sales & marketing, or similar
- 10+ years in manufacturing, ideally a multi-business unit environment
- Food industry manufacturing and operational experience highly desired
- 3+ years in a people leadership position
- Extensive customer facing experience
- Proficient using MS Office Suite (Excel, Outlook, PowerPoint, and Word), SAP a plus
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