Account Executive Director

Overview

This role is primarily responsible for new business attainment through prospect engagement and identification of new business opportunities supporting the company’s strategy and growth objectives. The role will primarily target new customer logos (not current customers) and serve as the primary customer contact through the complete sales cycle up to and including full commercialization of the business at which point the customer will transition to a steady state maintenance business development resource.

• Identifies and targets new large and midsize customer opportunities beyond Americold’s current customer base.
• Develop and manage sales pipeline aligned with Company service offerings and customer profiles ensuring effective opportunity prioritization and conversion.
• Focuses on initial selling of expanded services such as Transportation, Multi-vendor Consolidation (MVC), value added services, and international opportunities.
• Utilize sales analytics and engagement platforms to optimize the lead pipeline and improve decision making.
• Analyze sales data and pipeline metrics to optimize customer targeting and improve effectiveness of lead generation.
• Proactively identify, qualify, and engage potential prospects through targeted outreach, networking, and referral activities.
• Gain and maintain access to decision-makers via a disciplined prospecting regimen.
• Take the lead in negotiating and closing deals by uncovering and addressing customer concerns/needs.
• Coordinate solution development process for new business opportunities.
• Foster collaborative partnership to drive customer specific strategic vision.
• Collaborate closely with Business Development and Operations resources for seamless handoff of closed won opportunities.
• Adheres to the Company’s business development practices, processes, and procedures.
• Leads and facilitates initial “value stream” analysis of targeted new accounts.
• Responsible for attainment of business objectives in alignment with sales incentive program.
• Maintain appropriate account information in CRM tool (Salesforce). Data gathering and analytics to drive fact-based decision making.

• Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management;
  Master’s a plus.
• 7 years of relevant sales experience.
• Demonstrated ability in consultative and strategic selling techniques, including previous experience in articulating/presenting multiple products and services.
• Experience in operational industries or business services in the areas of supply chain, warehousing, distribution, transportation, etc. Experience in the food industry with a focus on beef, pork, poultry, dairy, bakery, agricultural, or seafood and eCommerce related areas is a plus.
• Demonstrated ability to build and maintain business relationships with Executive-level decision-makers and internal resources at all levels.
• Proven ability in developing creative solutions for potential and current customers.
• Proven success in new business sales and closure.
• Must possess strong analytical skills as well as ability to utilize tools such as Microsoft Excel, Access DB, etc.
• Requires strong working knowledge of P&L components and budgetary planning.
• Must be team-oriented and collaborative.
• Professional appearance and presentation required.
• Proficient in current technology platforms including Salesforce, SharePoint, Webex, Microsoft Office.

• Knowledge/Experience with Korn Ferry Sell/Miller Heiman sales processes desired.
• Demonstrated ability to successfully manage multiple clients of various sizes.
• Demonstrated excellence in negotiation, driving for results, ensuring accountability, time management, decision-making, organization savvy, human relations, strategic ability, negotiations, and project management skills.
• Demonstrated experience in successful collaboration and conflict resolution.
• Understanding of Supply Chain Systems such as WMS, TMS, OMS, and ERP’s a plus.
• Demonstrated ability to build and maintain business relationships with Executive-level decision-makers.
• Demonstrated ability to coordinate multiple tasks in high pressure,…