Director, Global Accounts

Hoshizaki America • San Antonio, TX

7d • Onsite

About The Position

The Director of Global Accounts is responsible for the sales strategy and execution for the company`s biggest accounts. This includes creating and implementing strategic sales plans, setting quotas, developing relationships, and forecasting sales. The role works closely with all departments within the organization to ensure alignment with the company's overall objectives.

Requirements

• Demonstrated success in developing business strategies with successful execution
• Rich understanding of the beverage industry, competition, products, and services
• Ability to influence and improve existing customer relationships and develop new relationships across the industry
• Forward thinking leadership skills to propel the business
• Ability to influence, develop, and manage cross functional teams and positively drive culture and teamwork, while creating global synergy with the Lancer business
• Strong business acumen and ability to manage P&L
• Results oriented, innovative, and entrepreneurial approach
• Excellent planning, organizing, communication and negotiation skills
• Bachelor’s degree in business, marketing, or a related field
• 10+ years of account management
• Proven track record of meeting or exceeding sales targets
• Excellent communication, negotiation, and interpersonal skills
• Strong understanding of market trends and industry landscape
• Able to develop creative solutions to meet customer needs
• Proficient in Microsoft Office Suite and other relevant software

Nice To Haves

• MBA is advantageous
• Product development and commercialization experience preferred
• People management across different countries

Responsibilities

• Develop the Global Account Strategy: Create and execute a multi-year account plan. Understand the customer's global business objectives, priorities, and growth initiatives. Align internal resources and solutions to support the customer's strategy.
• Own Executive Relationships: Build trusted relationships with senior decision-makers. Serve as a key point of contact between the customer and the company. Establish a strong stakeholder map across all regions and business units.
• Drive Revenue Growth: Deliver annual sales, margin, and profitability targets. Identify opportunities for new business, cross-selling, upselling, and geographic expansion. Lead strategic commercial discussions and negotiations.
• Coordinate Cross-Functional Teams: Lead a virtual account team consisting of sales, service, operations, finance, engineering, marketing, and customer support. Ensure consistent execution and communication across regions. Remove internal barriers impacting customer success.
• Maintain Account Health and Customer Satisfaction: Conduct regular business reviews (QBRs and annual reviews). Track customer satisfaction, service performance, and issue resolution. Act as an escalation point for major customer concerns.
• Forecast and Manage Financial Performance: Manage revenue forecasts and opportunity pipelines. Monitor profitability, pricing, rebates, and contract compliance. Report account performance to executive leadership.
• Understand Industry and Market Trends: Monitor customer industries, competitors, and emerging market developments. Anticipate risks and opportunities that could affect the account. Position solutions proactively rather than reactively.

What This Job Offers

• Job Type: Full-time
• Career Level: Director