Director, Sales - Strategic Accounts in Oklahoma City, OK at Carlisle FoodService Products

Date Posted: 3/16/2017

Job Snapshot

Job Description

Position: Director, Sales -- Strategic Accounts
The Director of Strategic Accounts leads the company's efforts to maintain and expand relationships with large, multi-location customers. Responsible for achieving sales quota and assigned strategic account objectives. Represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company. This position focuses on the headquarters and key buying locations of assigned accounts, while coordinating closely with field associates assigned to these customers' other locations. Reports to the Vice President of Global Sales.

Essential Duties:

Essential duties and responsibilities include the following. Other duties may be assigned.

Develop strategic sales plan to achieve top line growth that is specific to identified focused accounts.
Discuss and develop business strategies with End-Users that align to overall objectives/goals and have specific action items assigned with timelines of attainment.
Establish/develop and maintain relationships with Dealers / Distributors / Management/ Reps / End-Users and other entities in each market.
Work with the local representation (either direct report or independent broker) to facilitate the sale of products through the distribution network including establishment of new business along with expansion of existing sales into incremental product categories.
Develop and execute timely communications plan with sales organization as well as with End-Users and Distributors.
Negotiate and execute contracts that afford opportunity for business growth while continually looking at ways to avoid/reduce potential costs associated with said contracts.
Consult with end users and evaluate their needs.
Review and analyze market conditions in order to take corrective actions to ensure sales plans are achieved (including consulting with end users, benchmarking with other suppliers, evaluating alternative sales partners, and adjusting prioritized focus as needed).
Develop appropriate goals for sales team members.
Effectively monitor and manage travel expense budgets, product sample spend, and trade show costs in collaboration with team members.

Skills Required:
The type of experience required to effectively perform the essential functions and responsibilities of this position:

Focus on the Customer -- Forms active working relationships with customers by anticipating, analyzing, and responding quickly to opportunities, needs, and problems while aligning with prioritized areas of focus as it pertains to the region.

Knows the Business -- Speaks and acts with up-to-date knowledge of issues relevant to the organization, and business.
Drives for Results -- Sets standards of excellence and strives for improvement. Holds him/herself and others accountable.
Walks the Talk -- Builds trust, delivers on promises, communicates directly, respects other opinions, maintains confidentiality, and treats people fairly. Demonstrates consistency between words and actions.
Sound Judgment and Decision Making -- Makes effective decisions based on logical assumptions and adequate information; takes into consideration resources, constraints, and organizational values.
Fosters Teamwork -- Works with others both as a leader and a team member towards shared goals related to business objectives (within regional team, corporate internal departments, and executive leadership). Encourages the open expression of ideas.
Financial acumen -- this is necessary to understand the financial impact of decisions on the business as it pertains to sales growth and margin improvement.

The ideal candidate will:

Bring transferrable skills of leadership, tenacity, ability to quickly assess commercial situations and design / implement proper course of action.
Be able to exercise diplomacy while making difficult business decisions; strength and stamina to take and hold a hard position and see through to completion.
Be a highly motivated, "hands-on" individual who leads by example.
Consistently demonstrates a positive attitude as part of effectively influencing, motivating, and pulling team members together in order to meet/exceed targets and objectives.
Be able to strategically target opportunities, including product extensions and customers.
Have strong leadership skills with experience leading sales, marketing and product functions.
Have a strong focus on metrics, data, and financial results.
Have a strong communication and interpersonal skills. An existing and respected reputation within the industry.
Have excellent interpersonal skills.
Have strong oral and written communication skills.
Have solid understanding of business financial analysis.
Have sound judgment and decision making skills.
Have strong organizational and planning skills.
Have effective listening and strong collaboration skills.

Have high level of organizational savvy.
Be able to drive execution of strategies.
Have the highest ethics and integrity.


Bachelor's degree (B.A or B.S.). Master's degree (M.A.) preferred.
It is expected that the successful candidate will have a strong market presence, and will have built up a track record of successive promotion and recognition over a 5 to 10 year period of professional experience.
It is expected that the successful candidate will have experience working in the industry. Having strong relationships with the major partners is preferred.

Travel Requirements:

60% travel estimated, with periods during the year in which this could be more.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled


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