DIRECTOR, SALES & KEY ACCOUNTS, AMERICAS

Job Title: Senior Manager Sales & Key Accounts

External title: Director Sales & Key Accounts

Reports to: Senior Director Global Sales and Business Development

Type of Position: Full-time

Tier: C

Job Summary:

The Senior Manager Sales & Key Accounts is a senior level role responsible for overseeing the management and growth of the company's strategic key accounts, cultivating strong relationships with key customers, as well as strategic business development and complex contract management. The role requires a dynamic leader with a strategic mindset to manage long-term relationships with key accounts, a deep understanding of the market and ability to identify and understand customer needs.

Principal Duties & Responsibilities:

• Oversee the management of strategic key accounts and serve as the executive point of contact for the customers.
• Build and grow long-term relationships, understand customer needs, industry trends, and evolving business objectives.
• Develop customized strategies for each key account to ensure customer retention and satisfaction.
• Identify, develop and implement account growth strategies, ensuring alignment with both the customer's business goals and the company's strategic priorities.
• Drive active sales within their market, ensuring alignment with the global sales strategy and broader company objectives.
• Show proactivity in identifying new business opportunities. Lead negotiations for complex contracts, including pricing models, and service level agreements (SLAs).
• Manage the contract lifecycle, from negotiation to execution and renewal.
• Ensure all contracts are aligned with company policies, legal requirements, and expectations of the customers.
• Work with internal teams to ensure that the products and services delivered meet the customer's expectations and contractual commitments.

• Conduct an in-depth analysis of monthly, quarterly, and yearly results in comparison to previous periods, and develop an action plan to optimize performance and further increase revenue.
• Continuously seek ways to improve business development processes, efficiency and to expand service offerings (cross-sell and upsell additional products and services).
• Foster a culture that is committed to following the Sales Process, to data integrity and to maintaining the CRM system as the single point of truth for all Sales data.
• Collaborate with the sales team to develop tailored proposals that address strategic objectives for customers.
• Collaborate and communicate with other departments, such as commercial steering, customer service, leasing operations, finance, human resources, to align business development efforts with overall company goals and ensure successful operations.
• Collaborate with the leadership team to develop best strategies; assist with budget preparation and KPIs.
• Perform other duties related to sales, marketing, and business development as assigned.

Required Skills/Competencies/Abilities/Personal Attributes:

• Passion and ability to manage strategic key accounts.
• Customer Centricity: Exemplify customer centricity and commitment to value creation. Always be accessible. Be a service minded Caretaker for the customer.
• Relationship management skills: A strong focus on customer needs and satisfaction, ability to develop trusted, long-term relationships/partnerships with customers.
• Commercial acumen: Deep understanding of the industry, market, sales processes and tools.
• Sales acumen: Deep understanding of sales processes, with a proven persistence and ability to close deals. Passion for sales, energetic and agile.
• Communication skills: Ability to effectively communicate with key accounts, internal and external stakeholders.
• Contract management and negotiation skills: Ability to handle high-stakes negotiations and navigate complex contractual terms and conditions. Ability to come to an agreement with the best outcome for the business.
• Strategic thinking skills: Ability to align account strategies with company objectives.
• Analytical skills: Ability to assess market trends, make data-driven decisions, forecast sales.
• Leadership skills: Ability to demonstrate drive, initiative, agility and contribute to establishing and maintaining the high-performance culture of the sales team.

• Teamwork and cross-functional collaboration: Ability to work effectively with other departments to ensure alignment of sales efforts with overall business goals. Ability to "sell" a project internally with a strong storyline. Being clear and convincing in communicating with the stakeholders, rallying support, fostering a good internal network, and ensuring sold service can be delivered.
• Adaptability: Ability to thrive in a dynamic environment and manage complexity.
• Results-oriented: Ability to meet and exceed sales targets and business growth objectives.
• Innovative: A forward-thinking approach to identifying new opportunities for business growth and improvement.
• Proficiency in the Microsoft Office Suite (Word, Excel, PowerPoint and Outlook) and proficient use of CRM tools.
• Fluent written and spoken English; other languages are an advantage.

Education and Experience:

• A degree or equivalent qualification, ideally in business administration, sales, marketing or logistics.
• Minimum 8-10 years of international sales/business development/key account management experience in logistics, transport or forwarding industry.
• Proven track record of closing large deals with key customers.

Work Schedule/Location & Other Requirements:

• Remote/Hybrid (dependent upon location)
• Monday-Friday
• Travel Requirements: Willingness and ability to travel frequently.
• Location: Preferred locations include the Atlanta or Chicago area. We will also consider other U.S. locations, particularly those near major airports or our offices in the following cities: Greenville, SC; Elk Grove Village, IL; Miami, FL; Gardena, CA; Oceanside, NY

Pay & Benefits:

• Base Pay
• Salary range is dependent upon candidate's experience, qualifications, and cost of living in the local area.
• Sales Bonus, based on Individual and Team Target Achievement
• Annual Merit Increase, awarded based on individual performance
• Company Paid Holidays
• Annual Leave/PTO
• You will be eligible for benefits including medical, dental, vision, voluntary life insurance, short- and long-term disability, and other supplemental plans on the 1st day of the month, following sixty (60) days of employment. Eligibility for 401(k) begins after ninety (90) days of employment. Employee premiums for benefit plans is determined by the Plan provider(s).

The description above is only a description of the work and not an exhaustive list. The person who fulfills this position is therefore obliged to carry out all activities which are reasonable for this position.

An Equal Employment Opportunity Workplace
It is the policy of ACL Airshop to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, ACL Airshop will provide reasonable accommodations for qualified individuals with disabilities.

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