Senior Director of Key Accounts
New
J
JobgetherCPG, Food & Beverage
Based in United StatesFull-TimeDirector
Salary not disclosed
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Job Details
- Experience
- 12+ years of experience in sales or account management, including at least 6 years in a relevant functional leadership role; candidates with an advanced degree may qualify with 10+ years of experience.
- Required Skills
- NegotiationAccount Management
Requirements
- Bachelor’s degree in Business, Sales, or a related field; MBA or advanced degree preferred.
- 12+ years of experience in sales or account management; 10+ years if holding an advanced degree.
- At least 6 years of experience in a relevant functional leadership role.
- Proven experience leading account management teams or managing a national accounts organization.
- Strong knowledge of CPG sales, trade management, retailer dynamics, customer development, and channel strategy.
- Food or beverage industry experience is strongly preferred.
- Demonstrated ability to build and maintain trusted relationships with senior-level customers and negotiate complex commercial agreements.
- Strong understanding of pricing, promotional strategy, trade investment, margin management, and revenue growth principles.
- Strategic and analytical mindset with the ability to identify market opportunities, assess risks, and translate insights into commercial action.
- Exceptional communication and influencing skills, with the ability to collaborate effectively across sales, revenue growth, operations, and other functions.
- Proven people leadership capabilities, including developing high-performing teams and fostering accountability, collaboration, and continuous growth.
Responsibilities
- Lead and develop a team of Regional Account Managers, National Account Managers, and Directors, providing strategic direction, coaching, performance management, and cross-functional leadership.
- Develop and execute multi-year strategic account plans aligned with revenue, margin, distribution, and market share objectives.
- Own senior-level relationships with strategic retail, foodservice, and distributor accounts, representing the organization in executive customer meetings, industry events, and category reviews.
- Identify opportunities across channels and accounts to increase distribution, shelf presence, customer value, and sustainable growth.
- Negotiate and manage complex trade agreements, promotional calendars, and pricing structures that balance volume growth with margin protection.
- Develop channel-specific strategies based on evolving market conditions, customer needs, competitive dynamics, and emerging retail trends.
- Monitor pricing performance and competitive price gaps, proactively identifying risks, opportunities, and actions to improve commercial outcomes.
- Oversee national broker and third-party sales networks, establishing performance expectations, managing agency relationships, and ensuring alignment with channel and account strategies.
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