Strategic Account Director, Commercial Sales

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Job Description

POSITION PURPOSE

Responsible for the execution of Reddy Ice’s sales and account development strategies at the national and regional level, delivering the assigned Reddy Ice annual revenue, unit volume, pricing, and profit growth.  Responsible for understanding market trends, customer segments, channel strategies and creating comprehensive sales plans, objectives and tactics that result in long-term, sustainable and profitable growth. This client facing sales role is responsible for customer acquisition, engagement, development, and relationship building.  

Demonstrates our “True North” attributes: voice of the customer, respect for the individual, no nonsense communication and utilization of facts, servant leadership and has a continuous improvement mindset in every facet of leadership and daily interaction. Leads, collaborates and demonstrates the lean principles and utilizes the lean methodologies and tools to facilitate continuous process improvements and value creation for our customers, employees and shareholders. Actively utilizes lean tools (VSM, Kaizen, A3, etc.) to inform and assess business opportunities to drive continuous improvement. Lead and participate in Kaizen and value stream mapping activities.

DUTIES & RESPONSIBILITIES

Ability to develop and implement long-term client specific strategic plans that align with company goals; this involves market analysis and strategies to grow client volume, expand share of wallet, retain clients, and grow the share of Reddy Ice products and services in the marketplace.

Builds long term, sustainable relationships with clients by providing value through expertise, rapport building, and exceptional service.

Understands how to use market research, customer, and consumer data to bring relevant insights that inform the development of sales strategy, client acquisition, and client relationships.

Develop and utilize methodologies to identify industry and consumer trends leading to actionable plans and strategies.

Generates innovative and novel approaches needed to deliver on overarching goals and objectives.

Is able to articulate the Reddy Ice value proposition for products services throughout the customer buying journey.

Exceptional communication skills, essential for negotiating contracts, handling major accounts and interfacing with high-level decision-makers, managers and executives.

Proficient in utilizing the latest sales technologies, including CRM systems, data analysis tools, and AI/Automation, useful in streamlining sales processes and promoting organizational efficiencies. 

Experienced at developing sales programs and promotions to drive demand, launch new products, expand wallet share, attract and acquire new consumers/clients and grow overall revenue.

Demonstrates the value of and manages defined processes to conduct meaningful customer reviews on a monthly, quarterly, and annual basis.

Adheres to a culture of integrity, honesty and ethical sales practices, ensuring all strategies and activities align with the highest ethical standards and Reddy Ice Core Values and Beliefs. Exhibits strong financial acumen, decision making, and risk management skills, useful in the development of reports, proformas, financial models, forecasts, and capital allocation.

Operates with a growth mindset, seeks continuous improvement, learning, and has a bias for innovation and action.

Collaborates and partners with peers and stakeholders in other functional areas to align and leverage capabilities needed to achieve objectives.

Make and assume other duties and responsibilities required or assigned by management. Adhering to the Code of Business Ethics is essential.

We value honesty and integrity above all else and we expect our employees to be committed to the highest ethical standards.

Maintain high safety standards. Safety is personal for us all.

CONTACTS

Internal: COO, CFO, SVP Commercial, VP Sales, Client Success Analysts (CSA), Operations VP, Supply Chain VP, Network Planning VP, RVP’s, Market Managers, Plant Managers, IT

External: Customer leadership roles such as Chief Merchandiser/Buyer, CMO, Director Grocery, Category Manager, Buyer, Procurement, VP Merchandising, Distribution, Regional and Store Operations

EDUCATION & EXPERIENCE

• Bachelor’s Degree required, MBA preferred
• Sales experience with a CPG, retail, distribution or logistics company
• Extensive experience with digital sales tools and platforms, with a strong emphasis on CRM software and data analysis tools. Proficient in Microsoft Suite and CE
• Minimum fifteen (15) years of progressive sales experience
• Ability to work collaboratively with colleagues and across functions to create a results-driven, team-oriented environment
• Organized and structured with a proven level of accomplishment and goal attainment
• Demonstrated year-over-year growth results in units and revenues.

WORKING CONDITIONS/PHYSICAL REQUIREMENTS

Travel is a component of this role, with the expectation of up to 50- 80% travel, potentially including overnight stays. We are committed to making reasonable accommodations for qualified individuals in accordance with the ADA and encourage candidates to discuss their need for accommodations during the recruitment process. Weekend and night work is a requirement of this position.

This position primarily works in a corporate office environment, but this role involves visiting various environments, including plants, manufacturing and distribution centers, which may have slippery floors and temperature fluctuations. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of their roles safely and effectively.

Work is conducted in a fast-paced, rapidly changing environment. The ability to manage stress, build professional and collaborative relationships, and reason through complex business situations is required.

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