Key Account Director

The Key Account Director at Blue Yonder plays a pivotal role by serving as the main point of contact for identifying and closing expansion opportunities within existing accounts. You'll develop specific account plans, manage the sales pipeline, and communicate progress to stakeholders, all while establishing strong relationships based on customer needs.

Candidates should have over 15 years of sales experience, particularly within enterprise software sales at a high-growth company. A solid understanding of the supply chain industry, along with prior experience selling into Grocery and Convenience accounts, is crucial for success in the Key Account Director position at Blue Yonder.

The Key Account Director contributes to Blue Yonder's growth by managing existing contracts and identifying new business opportunities. By understanding customer strategies and leveraging their knowledge of supply chain solutions, they actively work to drive revenue and enhance customer satisfaction.

Success in the Key Account Director role at Blue Yonder demands strong negotiation skills, the ability to manage multiple transactions, and effective communication with internal and external partners. Additionally, a deep understanding of the competitive landscape and familiarity with CRM software will enhance performance.

The Key Account Director role at Blue Yonder offers a virtual-based work environment with the flexibility to travel 50% or more across the U.S. This allows for a dynamic work culture, encouraging collaboration among teams, and fostering relationships in a remote setting while staying focused on achieving corporate goals.

When expanding existing accounts, I focus on building strong relationships and maintaining open communication. I analyze each account’s needs, develop tailored strategies, and ensure our offerings align with their growth goals. Providing valuable insights and solutions that address their challenges is key to fostering loyalty and driving expansion.

Managing multiple transactions requires organization and prioritization. I employ CRM tools to track progress and use clear timelines for each deal. Regular communication with clients ensures that expectations are managed and allows me to address any issues proactively while nurturing each opportunity to closure.

Successful negotiation of SaaS contracts involves understanding both our value and the client’s needs. I prepare by gathering data on usage benchmarks and success stories that highlight our product's ROI, allowing me to negotiate terms that are beneficial for both parties while emphasizing the long-term value of our solutions.

Staying informed requires proactive research. I regularly review industry publications, attend conferences, and engage with networks in the grocery and convenience sectors. This helps me to understand shifts in technology or strategies that could impact my accounts, allowing me to anticipate their needs and deliver timely insights.

In a previous role, I developed a comprehensive account plan for a major grocery client. I outlined their key performance indicators, anticipated needs, and integration timelines while aligning our resources to assist their growth. The result was a 20% revenue increase over 12 months, affirming the importance of strategic planning.

I have extensive experience with several CRM platforms, which I use to monitor interactions, track sales metrics, and streamline communications. Utilizing CRM tools allows me to assess pipeline health, forecast accurately, and maintain detailed records that inform my strategies and help drive account success.

Building relationships with stakeholders involves regular check-ins and updates on project progress. I prioritize transparent communication, actively listen to their concerns, and deliver consistent value through insights and solutions that meet their evolving needs, ensuring trust and collaboration.

One challenge is managing diverse client expectations. I overcome this by being adaptable, using a customized approach for each account, and ensuring clear communication. By setting realistic goals and continuously assessing client satisfaction, I can navigate challenges effectively and foster positive relationships.

I implemented a strategic roadmap for a client that included phased implementation of our solutions based on their business objectives. This involved aligning our technology with their supply chain enhancements and setting milestones which resulted in a successful transition and increased operational efficiency for the client.

When prioritizing accounts for expansion, I evaluate potential revenue growth, the strength of the existing relationship, and the client's strategic goals. Understanding their future initiatives allows me to align our offerings with their needs and tailor our approach for maximum impact and success.