Sr Director Key Accounts

OverviewAmericold provides temperature-controlled warehousing and transportation to food producers, restaurants, schools and retail outlets such as grocery stores. We''re proud to provide an essential link in the food industry supply chain and to help put food on tables around the world. Based in Atlanta, Georgia, Americold owns and operates temperature-controlled warehouses around the world. We have over 16,000 associates and offer a wide variety of career opportunities - from warehouse forklift operators and supervisors to accounting, administration, business development, customer support, engineering, transportation, and technology solutions positions.ResponsibilitiesPrimary Responsibility: The Senior Director will collaborate with the Sector VP to develop and support sector or business unit strategies that enable organic and external growth objectives which align with the Americold Mission Statement to be the global provider of choice for temperature-controlled infrastructure and supply chain solutions through our innovation, experience, and people. Achievement of annual revenue, EBITDA targets as well as all strategic projects assigned to all Book of Business customers. Viewed by BD Sector and Americold Senior Leadership as differentiated among peers regarding Customer Relationships, SFDC, commercial business rules, Supply Chain Solutions project management along with demonstration of unequaled communication excellence with the executive, operations team and all levels of the organization. Viewed as ready to accept additional responsibility and demonstrates attributes for advancement and promotion by the organization. Essential Functions: Commercial Execution Demonstrate commercial business rules mastery. Transform customer needs into Americold acceptable terms and conditions. Facilitates alignment between internal legal counsel and customer legal function. Enhance short and long term partnerships that align with Americold Mission Statement. Ensures all Book of Business is commercialized under current agreements. Account Management Drive consistent, above budget revenue and EBITDA growth of assigned accounts. Develop strategic vision and roadmap that result in collaborative, growth and value added partnerships. Sell up multiple levels into the executive team of customer base. Quarterback commercial, supply chain, revenue and or other related, account projects. Ensure appropriate profitability and rate initiatives are executed for assigned Accounts. Organic Selling and New Customer Hunting Expand services provided to the existing customer base such as Transportation, Multi-vendor Consolidation (MVC), value added services, and international opportunities. Identify and secure new customers for Americold and sector portfolio. Sector & Industry Expertise Serve as mentor and subject matter expert on commercial, account management and sales related topics. Serve on industry, customer, or sector association/board. Inorganic Growth Identify targets for tuck in M&A opportunities that positively impact respective sector. Play lead role in integration of customers acquired through M&A within the sector. Identify development opportunities, both customer dedicated and major market, that support growth within the sector. QualificationsQualifications & Experience: Business Development, Sales, Hunting & Management Consistent and proven ability to impact strategic direction, revenue & EBITDA growth of assigned customers and Book of Business. Proven success in new business sales and closure. Proven ability to provide leadership to Customer Care Manager(s) to enhance customer relationship. Proven ability in developing creative solutions for potential and current customers. Embodies ACTION and ACE attributes daily. Sector & Industry Proven expertise in Ag, Dairy, Bakery, Protein, Retail, Foodservice, CPG, Produce sectors. Proven expertise in Transportation TL, LTL, consolidation programs, Multi-Vendor programs. Has held or has the desire to hold industry facing position(s) to further Americold as the industry leader. Executive Presence Success in Director Key Account role for 5 years. Average performance ranking of 3.20. Consistent and proven executive level commercialization with top 30 customer(s). Consistent and demonstrated executive presence internally and across all assigned customers. Proven ability to reach up into customer organizations thus expanding relationship/partnership opportunities. Commercial Acumen Consistent and proven commercial, SCS, project quarterback/project management skills that have resulted in strategic commercialization and project awards. Peer and team respect based on leading by example with commercialization expertise, success, and project management capabilities. Education Bachelor''s degree in relevant field, sales training and sales management experience required, Advanced degrees considered a plus. Knowledge & Employment Standards: Demonstrated excellence in the areas of: negotiation, driving for results, ensuring accountability, time management, decision-making, organization savvy, human relations, strategic ability, negotiations, and project management skills. Possess strong analytical skills as well as ability to utilize tools such as Microsoft Excel, etc. Requires strong working knowledge of P&L components and budgetary planning. Excellent verbal and written communication skills in one-on-one and group settings. Demonstrated and effective formal presentation skills in group settings. Must be team-oriented and collaborative. Proficient in current technology platforms including Salesforce, Sharepoint, Webex, Microsoft Office. Understanding of Supply Chain Systems such as WMS, TMS, OMS, and ERPs a plus. Professional appearance, presentation and demeanor required. Demonstrated ability to coordinate multiple tasks in high pressure, fast paced environment. Strong business acumen. Ability to travel estimated at 50%, including weekends and holidays as needed. Located within a major metropolitan area and/or near a major airport hub. Physical Requirements & Abilities: The physical demands described below are representative of those that must be met to successfully perform the essential functions of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. Requires the ability to manage stress effectively. Requires the ability to plan for travel within Americold T&E guidelines. Requires the ability to travel consistently. Requires the ability to effectively manage being pulled in numerous directions internally and from the customer. Requires the ability to work evenings or weekends in order to complete deadlines or to move projects forward as needed. Requires the ability to relate to others beyond giving and receiving instructions: must partner with colleagues without exhibiting behavioral extremes. Must be professional and level headed. Requires the performance of work activities including reasoning, negotiating, instructing, persuading, or speaking with others; and respond appropriately to constructive feedback from executive management Americold is an Equal Opportunity/Affirmative Action Employer. EOE/AA M/F/D/V DFW.

Created: 2025-09-06