Director of Key Accounts
About The Position
Key Technology is a worldwide leader in food processing technology, providing solutions for processed fruits and vegetables, nuts, dried fruit, fresh-cut produce, and other products. The Senior Director, Key Accounts is a global senior leadership role responsible for developing, managing, and expanding relationships with the company’s most strategic global end-user customers. The position drives revenue growth, profitability, customer retention, and market expansion through strategic account management, executive engagement, and cross-functional collaboration. The successful candidate serves as the primary commercial leader for designated global accounts and works with operations, engineering, supply chain, service, and product management teams to deliver customer value and support the company’s long-term growth objectives. The role is based in Walla Walla, Washington, is full time, and involves travel up to 50%.
Requirements
- Bachelor’s degree in Business, Engineering, Marketing, Supply Chain, or a related field.
- At least 12 years of progressive experience in industrial manufacturing, capital equipment, automation, engineered products, or related industries.
- At least 7 years of experience managing strategic or global key accounts with significant revenue responsibility.
- Demonstrated success negotiating complex commercial agreements and long-term customer partnerships.
- Strong understanding of industrial manufacturing operations, supply chains, aftermarket services, and commercial business models.
- Experience leading cross-functional teams across multiple functions and regions.
- Excellent organizational, communication, presentation, and negotiation skills.
- Proficiency with CRM systems, sales forecasting, and financial analysis tools.
Nice To Haves
- MBA or advanced business degree.
Responsibilities
- Develop and execute global account strategies that drive revenue growth, margin expansion, and market share gains.
- Serve as executive sponsor and lead a global team in supporting strategic accounts.
- Establish and maintain executive-level relationships with key customer stakeholders worldwide.
- Lead commercial negotiations covering pricing, contracts, supply agreements, service programs, and long-term strategic partnerships.
- Identify opportunities to increase equipment, aftermarket parts, service, retrofit, and lifecycle support sales.
- Collaborate with operations, engineering, quality, supply chain, and project management teams to ensure successful execution of customer commitments.
- Serve as executive sponsor and escalation point for critical customer issues.
- Conduct business reviews, strategic planning sessions, and growth initiatives with customers and internal stakeholders.
- Monitor account performance, market activity, competitive trends, and profitability metrics.
- Support product development by incorporating customer requirements and market intelligence into strategic planning.
- Develop and maintain accurate sales forecasts, pipeline management, and account plans.
- Lead cross-functional teams supporting global customer initiatives and business objectives.
Benefits
- Choice of a high-deductible health plan or PPO plan, with prescription drug coverage.
- Flexible spending accounts, when allowed by tax laws.
- Health Savings Accounts, when allowed by tax laws, including a 2x match up to $1,000 annually.
- Dental and vision coverage.
- Paid life insurance and disability insurance, with options to purchase additional coverage.
- Paid maternity leave.
- Optional long-term care, accident insurance, and critical illness insurance.
- 401(k) plan with a 100% match on the first 3% of employee contributions and a 50% match on the next 2% (a 4% match when contributing 5% of pay).
- Educational assistance reimbursement.
- Accrued paid time off.
- 10 paid holidays annually.
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What This Job Offers
Job Type
Full-time
Career Level
Director
