Business Development Regional Manager

Americold•Atlanta, GA

15d

About The Position

Establish new business and manage customer relations. Position will be located within the Central IL, IN or WI territory. What You’ll Do: Develop annual sales goals, performance standards, reporting functions, and appropriate measurements for all accounts. Monitoring the each assigned site’s EBITDA & ensure it is maximized by proactively managing the commercial performance of each customer; making sure any deals are accretive to the site, and are at the correct market rate. Work with District Operation Directors to establish district level budget, and work collaboratively to achieve financial goals Develop district funnel management process; ability to initiate and execute proactive lead management to support targeted sales process Develop an understanding of regional competitive landscape and pricing. Provide critical support for M&A activities including market intelligence, target companies, customer and competitive insight. Partner with Director of Business Development to develop and execute specific regional marketing plans to ensure revenue growth in all products and facilities. VOC / VOI-Be voice of the customer internally by providing customer and industry feedback to internal stakeholders Owning a site’s capacity to ensure there’s the correct capacity layout to maximize EBITDA. This includes the analysis of customers and seeing that their individual service needs are being met with the correct storage media. Customer sequencing and transition – Sequencing in customers for new and exiting business to support site budgets Densification: Making the final call on opportunity vetting from a commercial perspective, leading both regional and key account/major owners to the proper sequencing of business in according commercial constraints and financial targets. Responsible for the identification of continuous improvement project through active Kaizen id and execution. Market and sell Americold’s various transportation services, inclusive of MVC and Regional/National Freight Consolidation programs. Deliver and manage the annual GRI (General Rate Increase) process for assigned facilities Interface with other departments to ensure departmental participation in company goals and directives. Maintain continued relationship with the customer. As a shared responsibility, ensure compliance with employment laws.

Requirements

5-7 years of distribution sales experience with a minimum of 3 years in a field sales management position with increasing responsibilities.
Bachelor's degree in Business, Sales, or Marketing or equivalent training in Business or Sales Management
Must have relative industry experience including distribution, warehousing, logistics, transportation, CPG, etc. and understand common business practices and standards. Must have supply chain knowledge within the industry scope, along with a strong financial acumen
Experience forming and maintaining new business relationships.

Nice To Haves

Master’s Degree.
Existing network of contacts
Experience in needs assessment, documentation, and process improvement.
Effective sales management skills with the ability to develop and manage regional strategies for pipeline development.
Excellent presentation preparation and delivery skills are required including strong PowerPoint abilities
Entrepreneurial approach to responsibilities and selling Americold’s services; must be a self-starter that can function in an ambiguous environment.
Proven business savvy, possess financial acumen and understanding budgeting.
Demonstrate a partnership approach in working with the facilities on selling Americold’s AOS

Responsibilities

Develop annual sales goals, performance standards, reporting functions, and appropriate measurements for all accounts.
Monitoring the each assigned site’s EBITDA & ensure it is maximized by proactively managing the commercial performance of each customer; making sure any deals are accretive to the site, and are at the correct market rate.
Work with District Operation Directors to establish district level budget, and work collaboratively to achieve financial goals
Develop district funnel management process; ability to initiate and execute proactive lead management to support targeted sales process
Develop an understanding of regional competitive landscape and pricing. Provide critical support for M&A activities including market intelligence, target companies, customer and competitive insight.
Partner with Director of Business Development to develop and execute specific regional marketing plans to ensure revenue growth in all products and facilities.
VOC / VOI-Be voice of the customer internally by providing customer and industry feedback to internal stakeholders
Owning a site’s capacity to ensure there’s the correct capacity layout to maximize EBITDA. This includes the analysis of customers and seeing that their individual service needs are being met with the correct storage media.
Customer sequencing and transition – Sequencing in customers for new and exiting business to support site budgets
Densification: Making the final call on opportunity vetting from a commercial perspective, leading both regional and key account/major owners to the proper sequencing of business in according commercial constraints and financial targets.
Responsible for the identification of continuous improvement project through active Kaizen id and execution.
Market and sell Americold’s various transportation services, inclusive of MVC and Regional/National Freight Consolidation programs.
Deliver and manage the annual GRI (General Rate Increase) process for assigned facilities
Interface with other departments to ensure departmental participation in company goals and directives.
Maintain continued relationship with the customer.
As a shared responsibility, ensure compliance with employment laws.