Director, Strategic Accounts

Essential Responsibilities:

Strategic Account Management

• Serve as the primary relationship owner for assigned accounts, building trusted partnerships with senior commercial, technical, and category management stakeholders.
• Develop and execute customized account strategies aligned with both the partner’s business objectives and Verdesian’s commercial goals.
• Create and maintain annual and multi-year strategic plans for each assigned account, including revenue targets, program milestones, and growth initiatives.
• Lead joint business planning sessions, annual operating reviews, and quarterly business reviews with each account.
• Map internal decision-making processes at each account; identify the stakeholders who approve, influence, and champion new programs and chemistry.

Revenue Growth & Program Development

• Identify and pursue revenue growth opportunities including new product placements, private label, co-formulation, and white-label programs, and volume expansion within existing programs.
• Negotiate commercial terms for new and existing programs including pricing, volume commitments, exclusivity provisions, and co-marketing support.
• Develop and execute competitive displacement strategies where Verdesian chemistry should replace competing products in the account’s portfolio.
• Where applicable, structure commercial agreements that protect Verdesian’s intellectual property position before volume scale makes renegotiation difficult.
• Partner with Marketing to develop account-facing campaigns, programs, and promotional initiatives.
• Collaborate with field account managers and agronomists to design and implement pull-through strategies that drive product movement and grower adoption.

Cross-Functional Coordination

• Coordinate internal resources — including Marketing, Supply Chain, Regulatory, Finance, and Product Development — to ensure Verdesian’s commitments to assigned accounts are met.
• Represent assigned accounts internally as their commercial advocate; ensure partner requirements are reflected in product, supply, and pricing decisions.
• Work with legal and commercial leadership to develop and execute structured commercial agreements including preferred supplier, exclusivity, and co-formulation arrangements as applicable.
• Monitor competitive activity, pricing moves, and evolving customer needs across assigned account geographies; provide regular intelligence to commercial leadership.

Reporting & Performance Tracking

• Accurately forecast sales on a monthly and quarterly basis with account and product-level detail; proactively communicate risks and opportunities to the VP, Business Development.
• Track and report key performance indicators across assigned accounts including revenue, program adoption, competitive win/loss, and milestone achievement.
• Maintain accurate account plans, pipeline records, and CRM documentation.
• Provide regular updates to leadership on account health, risks, growth opportunities, and decisions requiring executive support.

 

Required Qualifications:

• Bachelor’s degree in Agriculture, Business, or related field; MBA preferred. 
• 8+ years of experience in strategic account management, commercial leadership, or sales in agriculture or a related industry. 
• Proven ability to manage complex, multi-stakeholder accounts and drive collaborative, competitive growth. 
• Experience developing and executing joint business plans with major ag retail, cooperative, or distributor partners. 
• Demonstrated ability to negotiate structured commercial agreements including program terms, exclusivity provisions, private label, or co-formulation arrangements. 
• Experience developing and executing pull-through strategies in partnership with field teams. 
• Strong communication, presentation, negotiation, and strategic planning skills. 
• Ability to travel nationally as needed (40–50%). 
• Proficiency with Microsoft Office and CRM systems. 
• Valid driver’s license and ability to travel as required.

 

Preferred Attributes:

• Direct commercial experience managing national-scale agricultural cooperatives, large distributors, or major retail/dealer networks at the corporate level. 

• Experience with private label, co-formulation, white-label, or tolling-type program development in agriculture. 

• Familiarity with Verdesian products, including micronutrient efficiency technologies, biologicals, or seed treatments. 

• Experience navigating centralized technical procu