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Director of Key Accounts

San Francisco, CA, USA | Full Harvest Technologies

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    Business Development
  • Experience:
    7-10 years
Job Description:
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We're looking for a Director of Key Accounts to support our rapid marketplace growth, responsible for retention and growth of Tier 1 Full Harvest food & beverage company buyers. You will be the main point of contact for these customers and will work closely with tech, operations and sales to develop a world class customer experience. You will be expected to visit accounts on a quarterly basis, at least 10% travel. The position will report to the COO and be responsible for managing one or more account managers.

What You’ll Do:

● Full responsibility of US market focusing on large enterprise customer accounts in agriculture / food and beverage buying segments

● Prospect, identify, develop, and close sales opportunities throughout the sales lifecycle, meet or exceed revenue goals

● Build and maintain relationships with key customers to influence at executive level, build strategic partnerships, and act as an advisor to the customer

● Create opportunities for key accounts to utilize a wider breadth of organizational capabilities and increase revenue diversification.

● Customer relationship management with a focus on providing consistency and excellence in customer service and customer satisfaction

● Build trust quickly with customers and internal team through demonstrated process expertise in monitoring account satisfaction. You must be able to identify customer problems and coordinate with sales, tech and operations team members to remedy situations in a timely manner.

● Manage and mentor account managers to achieve or exceed department goals

● Leverage CRM data to understand the efficacy of current processes, enhance those processes and improve outcomes

● Analyze the strategic competitive landscape and customer needs so you can effectively position Full Harvest solutions within prospective accounts

● Develop and encourage new and repeat business opportunities with assigned customers

● Identify and coordinate timely involvement of operations and supply resources in the sales cycle to increase efficiencies and improve customer experience

● Communicate all industry related information and data to customers that will contribute to their growth and education

● Understand customer produce categories and profit margins to develop plans for growth and profitability

● Use quantitative techniques to analyze results and make objective decisions to ensure trends and metrics are met

● Develop and execute strategic plans for named national accounts

Our Ideal Candidate Has and Is:

● 7+ years of Key Account, vendor management or customer success experience (including 2+ years of managing people) with some experience working within a fast growing company

● At least 3+ year specifically managing Key, Strategic, National or Tier 1 Accounts in the fresh produce, CPG, or other similar industries

● Developed new and repeat revenue with large, complex customers through cross-selling and up selling existing accounts

● Used an analytical, data-driven approach to problem solving and a track record of driving results through continuous improvement through complex process and systems

● Demonstrated success and enjoys working in fast-paced business environments, executing in the face of ambiguity and constant change

● Start up experience, especially B2B or SaaS

● Been formally trained and consistently used a sales/account management methodology

● Consultative selling skills

How We Operate:

As a team, we are focused on our mission of empowering sustainability solving food waste and we strive to do this by executing in the following ways:

We are results focused and rely on each other to accomplish our goals

We deliver consistently strong performance

We go to great lengths to understand and delight customers

We give and receive candid and direct feedback

We admit mistakes openly and are not afraid to ask for help

We look for solutions in unexpected places

What We Offer:

Opportunity to work on a great mission- solving food waste

A fun, challenging environment that will give you the chance to significantly grow and learn

Equity in a high-growth startup

The most up-to-date technology, including company-issued Macs, the latest software and other tools needed to excel at your job

Medical, Dental and Vision coverage

401k plan

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