Senior Director of Key Accounts

Job description

Accountabilities: Lead and develop a team of Regional Account Managers, National Account Managers, and Directors, providing strategic direction, coaching, performance management, and cross-functional leadership. Develop and execute multi-year strategic account plans aligned with revenue, margin, distribution, and market share objectives. Own senior-level relationships with strategic retail, foodservice, and distributor accounts, representing the organization in executive customer meetings, industry events, and category reviews. Identify opportunities across channels and accounts to increase distribution, shelf presence, customer value, and sustainable growth. Negotiate and manage complex trade agreements, promotional calendars, and pricing structures that balance volume growth with margin protection. Develop channel-specific strategies based on evolving market conditions, customer needs, competitive dynamics, and emerging retail trends. Monitor pricing performance and competitive price gaps, proactively identifying risks, opportunities, and actions to improve commercial outcomes. Oversee national broker and third-party sales networks, establishing performance expectations, managing agency relationships, and ensuring alignment with channel and account strategies. Partner with Revenue Growth leadership to optimize trade investment ROI and improve net revenue realization. Champion corporate responsibility initiatives and uphold organizational commitments related to sustainability, community engagement, and employee involvement. Maintain appropriate food safety responsibilities and support other business priorities as required. Requirements: Bachelor’s degree in Business, Sales, or a related field is required; an MBA or other advanced degree is preferred. 12+ years of experience in sales or account management, including at least 6 years in a relevant functional leadership role; candidates with an advanced degree may qualify with 10+ years of experience. Proven experience leading account management teams or managing a national accounts organization. Strong knowledge of CPG sales, trade management, retailer dynamics, customer development, and channel strategy; food or beverage industry experience is strongly preferred. Demonstrated ability to build and maintain trusted relationships with senior-level customers and negotiate complex commercial agreements. Strong understanding of pricing, promotional strategy, trade investment, margin management, and revenue growth principles. Strategic and analytical mindset with the ability to identify market opportunities, assess risks, and translate insights into commercial action. Exceptional communication and influencing skills, with the ability to collaborate effectively across sales, revenue growth, operations, and other functions. Proven people leadership capabilities, including developing high-performing teams and fostering accountability, collaboration, and continuous growth. Adaptable, commercially minded, and comfortable operating in a dynamic environment with broad strategic responsibility. Ability to work effectively in a sedentary role, with reasonable accommodations available where needed. Benefits: Competitive salary. 100% employer-paid medical premiums for associates and families. 401(k) plan with company match. Company-paid life insurance. Mental health, financial wellness, and legal counseling resources. Tuition reimbursement assistance. Continuous learning and professional development opportunities. Robust parental leave program. Care Relief Fund to support associates facing financial hardship. Associate Assistance Program. Paid volunteer time. Commitment to a people-first, inclusive, collaborative, and purpose-driven workplace. Opportunities to contribute to sustainability, social impact, and community initiatives. How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether? Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time. #LI-CL1 This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director of Key Accounts based in United States. This is a senior commercial leadership opportunity overseeing strategic customer relationships and a high-performing account management organization. You will lead Regional Account Managers, National Account Managers, and Directors while shaping account strategies that drive revenue, margin, distribution, and market share growth. The role combines executive-level customer engagement with hands-on leadership across sales, trade investment, pricing, and channel strategy. You will own relationships with some of the most important retail, foodservice, and distributor accounts while identifying new avenues for sustainable growth. Success requires strong commercial judgment, sophisticated negotiation skills, and the ability to influence cross-functional teams. You will also oversee broker and third-party sales relationships and help evolve channel strategies in a fast-moving consumer products environment. This is an opportunity to make a broad commercial impact while contributing to a people-first and purpose-driven culture.