Director of Key Accounts, Health & Nutrition

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The Key Accounts Sales Director collaborates with the Sr Director of Sales – Health and Nutrition Americas to improve profitable business growth. These represent Health and Nutrition’s largest strategic customers with multiple locations, centralized purchasing and large current & potential revenues. The Director also manages key strategic and tactical processes to ensure that Univar delivers on commitments to customers (internal & external) and suppliers.

 

WHAT YOU'LL DO:

• Oversee ~$150M+ of sales revenue with 6-9 direct reports responsible for 2-8 accounts each.
• Key Account organization not to exceed 70 Key Accounts.
• Create and deliver value to our largest customers.  Achieve in-year financial goals, including sustainable, profitable growth, margin expansion, improved win rates, decrease churn and market share gains through a culture of accountability, performance, and dedication to a pipeline driven sales growth process. Set and achieve revenue and profit goals in collaboration with Key Account Managers.
• Engage at the senior leadership and C Suite levels within Univar Solutions’ largest corporate customers to foster partnerships with reciprocal benefits and growth opportunities.
• Drives Strategic Account Planning process with individual Key Account Managers (KAMs); building customer Strategic Account Plans (SAP), growth strategies and value documentation tailored for Corporate Accounts.  Continue to refine and improve process and adoption of overall SAP template to reflect Univar growth objectives and external market drivers/pressures.
• Drive continuous improvement ideas within the team; manage and track performance through data and metrics
• Partner with Chemical Distribution, and Ingredients and Specialty executive teams to help and ensure alignment and execution of growth plans.
• Actively develop, manage, and implement customer Key Account strategy for Key Account program future state, customer development, customer exit, go to market planning, resource maximization/alignment, etc. Provides leadership and support to KAMs through coaching, joint customer visits, proposal preparation, pre-call planning, post-call debriefing, customer negotiations, problem resolution and other customer activities.
• Build and maintain a high performing, engaged team. Hire and develop talent, mentor objectively for performance and skill development, and provide candid feedback.  Ensure the right people are in the right roles for business success through continuous talent management focus.
• Set and achieve revenue and profit goals in collaboration with KAMs.
• Assists in resolution of internal issues and removal of barriers to support growth objectives.
• Analyzes daily and monthly performance metrics relative to business results.
• Actively participates in key projects; either explicit to Corporate Accounts or cross-functionally.

 

WHAT YOU'LL NEED:

• At least a bachelor’s degree in business, science, or a technical field. MBA preferred.
• Minimum of 10 years of relevant industry experience in (sales, marketing, product management), people leadership, and running a business is needed. This includes proven sales leadership – getting results through clear articulation of goals, execution on key behaviors in the sales process, and accountability.
• Deep knowledge and understanding of the chemical distribution business model
• Demonstrated people/team leadership experience with proven ability to motivate, engage, and develop a high performing team. Ability to coach and provide constructive feedback to overcome performance gaps.
• Exhibit critical thinking & decision understanding; strong discernment & analytical skills for P&L, cash flow, and performance. This includes an ability to think in terms of the Univar Solutions enterprise and drive actions which are beneficial to the business as a whole.
• Negotiation skills: Must possess ability to establish strong working relationships and persuade/influence others; ability to negotiate and defend pricing, contracts, and agreements with suppliers and customers in a mutually beneficial manner while maintaining professionalism and achieving goals.
• Ability to work across functions and boundaries to influence and find mutually beneficial outcomes for the business; Strong communicator with ability to maneuver through complex situations with tact; Anticipates sensitive issues and adjusts accordingly. Able to build trusted partnerships inter