Job description

Primary Responsibilities:

Drive revenue growth within key accounts by identifying opportunities for upselling, cross-selling, and expanding services
Develop and execute strategic account plans to:
- Map the decision-making process from the plant level up through corporate to identify key influence points
- Develop and enhance relationships with key stakeholders in the decision-making process
- Align PT&E’s solutions and value creation with the customers annual business objectives
- Champion and facilitate collaboration between PT&E leadership and key stakeholders at the customer
- Ensure customer successes (spreadable wins) are communicated and leverage across all plant locations
- Ensure alignment and consistent messaging across PT&E businesses and regional sales managers
- Identify and capitalize on cross-selling opportunities across PT&E businesses
Develop agenda and lead Quarterly Business Reviews (QBRs) with the assigned key accounts
Lead all contract negotiations including purchasing agreements, pricing agreements, co-development agreements, etc. ensuring to pull key stakeholders for PT&E into the process
Collaborate with internal teams (e.g., marketing, product, operations) across relevant PT&E businesses to ensure customer needs are being met
Lead monthly internal strategic account review(s) to ensure proper support and alignment across relevant PT&E businesses (& stakeholders) including:
- Key Performance Indicators (KPIs) to understand if/where we are winning or losing
- Progress/execution of key actions and milestones
- Key issues/obstacles & countermeasure and issues requiring escalation
- Critical actions to complete by the next review
- Support needs to improve results
Develop reporting to track revenue, bookings, new funnel opportunities, funnel execution (win rate & conversion rate)
Monitor key account business performance, including public financial updates and translate into an executive summary for internal use
Stay informed about industry trends, competitor activities, and market conditions to provide relevant insights and recommendations to clients

Required Education, Skills, and Qualifications:

Bachelor’s degree in business, Marketing, or related field (or equivalent experience)
5-10 years of applicable experience in Protein/Food Processing Equipment sales
3+ years of applicable experience selling at an executive level within accounts
Proven track record of managing large, strategic accounts and driving revenue growth
Excellent communication and interpersonal skills, with the ability to build strong relationships at all levels
Strong negotiation, problem-solving, and decision-making abilities
Detail-oriented with strong organizational skills and the ability to manage multiple priorities.
Ability to work independently and as part of a team in a fast-paced environment
Proficiency in CRM software (e.g. MS Dynamics, etc.) and Microsoft Office Suite

Required profile