Regional BD Manager

Americold•Atlanta, GA

8d•Remote

About The Position

This role is responsible for establishing new business and managing customer relations within a territory primarily located in Kansas or Missouri. The candidate must reside within this geographical area. The position involves developing annual sales goals, monitoring site performance (EBITDA), collaborating with District Operation Directors on budgets and financial goals, and developing a district funnel management process. The role also requires understanding the regional competitive landscape and pricing, supporting M&A activities, and partnering with the Director of Business Development on regional marketing plans. Key responsibilities include managing warehouse and transportation services, ensuring billing capture for value-added services, and acquiring customers for critical sites. Relationship management is crucial, involving customer synchronization, cross-selling other products, reducing churn through high customer retention, leading issue escalation and resolution, and conducting customer business reviews. The role also acts as the voice of the customer internally, providing feedback to stakeholders. It involves owning a site's capacity to maximize EBITDA through customer analysis, opportunity qualification, customer sequencing and transition, customer mix management, and densification. Contract management, including maintenance, negotiations, and ensuring database accuracy, is also a key function. The position is responsible for identifying continuous improvement projects through Kaizen, marketing and selling transportation services, managing the annual GRI process, and finding/developing yield management initiatives. The role requires developing individual sales budgets, reviewing quarterly plans, knowing company resources, finding new business, providing data for pricing proposals, and interfacing with other departments to ensure alignment with company goals. Compliance with employment laws is a shared responsibility.

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, Masters a plus.
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.
Candidate must live within the geographical area of Kansas or Missouri.

Nice To Haves

Negotiation and mediation skills.
Existing network of contacts.
Experience in needs assessment, documentation, and process improvement.
Strong customer orientation.
Strong presentation skills.
Proficiency in MS Excel, Word, and PowerPoint.
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.
Proven ability in developing creative solutions for potential and current customers.
Entrepreneurial approach to responsibilities and selling Americold’s services; must be a self-starter that can function in an ambiguous environment.
Must have a customer-focused professional demeanor and presentation style.
Strong time management, communications, decision-making, organization, human relations, presentation, negotiation, and mediation skills.
Ability to coordinate multiple tasks in deadline driven, fast paced environment.
Proven business savvy, possess financial acumen and understanding budgeting.
Strong ability to form and foster business relationships.
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.
Monitor each assigned site’s EBITDA and 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.
Responsible for Warehouse & Transportation TBD; Ensure Value added services and Accessorial programs are identified and ensure billing capture; target customer acquisition for high TBD & critical sites.
Relationship Management-Making sure we are in in sync with customers; cross sell other products including transportation, blast, date coding; Reduce churn through high customer retention; lead Issue escalation & resolution as well as billing challenges. Compile and execute timely Customer Business reviews.
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.
Opportunity qualification by assigned sites.
Customer sequencing and transition – Sequencing in customers for new and exiting business to support site budgets.
Customer mix management- Making sure customer has the right profile for site.
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 accord with commercial constraints and financial targets.
Contract Management: Ensure management of contract maintenance items and contract negotiations. Establish contract gap baseline, documented contract gap closure plan by site, ensuring each contract includes a dually signed document, ensure contract is in our database, each contract has a profile, and lines up with our invoice.
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.
Find, develop and secure yield management initiatives designed to enhance EBITDA.
Follow established departmental documentation procedures.
Develop individual sales budget.
Develop and review quarterly plan to ensure alignment with long range vision and short term goals.
Know company resources in order to develop business priorities.
Find, develop and secure new business.
Provide data for pricing proposal approval process.
Interface with other departments to ensure departmental participation in company goals and directives.
As a shared responsibility, ensure compliance with employment laws.