What are the responsibilities and job description for the Manager, Regional Business Development position at Americold?
Role and Responsibilities
Establish new business relationships and manage customer relations to maximize commercial performance.
Develop annual sales goals, performance standards, reporting functions, and appropriate measurements for all accounts.
Monitor each assigned site's EBITDA and ensure it is maximized by proactively managing the commercial performance of each customer.
Work with District Operation Directors to establish district level budget and achieve financial goals.
Develop a district funnel management process and initiate proactive lead management to support targeted sales processes.
Maintain strong relationships with customers and cross-sell other products including transportation, blast, and date coding services.
Reduce churn through high customer retention and resolve billing challenges in a timely manner.
Compile and execute Customer Business Reviews.
Densification: Vet opportunities from a commercial perspective and lead regional and key account owners to the proper sequencing of business according to commercial constraints and financial targets.
Contract Management: Ensure contract maintenance items are managed and negotiations are executed effectively.
Establish a contract gap baseline and documented contract closure plan by site.
Ensure each contract includes a dually signed document and is stored in our database with a corresponding profile.
Requirements
5-7 years of distribution sales experience
Bachelor's degree in Business, Sales, or Marketing or equivalent training in Business or Sales Management
Relative industry experience including distribution, warehousing, logistics, transportation, CPG, etc.
Strong understanding of common business practices and standard procedures
Experience forming and maintaining new business relationships
Prior Experience
Masters degree or 3 years in a field sales management position
Strong knowledge of supply chain within the industry scope
Strong financial acumen
Physical Requirements
Sit for long periods with frequent interruptions
Frequent sitting, standing, reaching, and bending
Manual dexterity for typical office work
Talking, hearing, and seeing are essential components of completing tasks
May require travel by automobile and airplane for business
May visit facility operations in temperatures at or below freezing
Carry loads related to travel and occasionally lift objects weighing up to 20 pounds
Use various electronic tools
Relate to others beyond giving and receiving instructions
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
What We Offer
We offer best-in-class benefit programs and continuously work with our associates to ensure that our offerings meet the needs of their health and financial well-being.
We are a values-oriented company with a clear mission to help our customers feed the world.
Americold is an Equal Opportunity/Affirmative Action Employer and complies with applicable employment laws.
