Director Strategic Accounts

at  PBIGordon Corporation

At PBI-Gordon Companies, and our subsidiaries PBI-Gordon Corporation, Pegasus Laboratories, and PetAg, Inc, our priority is people, pets, and the places they go. As employee owners, we support each other in building our careers as well as our companies. Our foundation is rooted in integrity, innovation, partnership, and pride. Come grow with us!

SUMMARY:

A member of the Sales Leadership Team, this position will be directly responsible for leading the strategic accounts team in all aspects of executing the business strategically. As a leader, responsibilities include developing his/her team to levels that consistently exceed the market. Accounts reside in the turf and ornamental markets of golf, landscape, and professional lawn care space. Required to develop and own strong customer relationships that enable development of sound business plans. Execution of plans will require working with many different peers and colleagues.

Specific Responsibilities:

• Lead, coach and develop direct reports that delivers people development and business KPI’s.

• Establish and execute the direction of all Accounts by leading the accounts team though the PBI Way of executing business.

• Continually monitor accounts progress to plan and implement actions as necessary to achieve goals while also communicating with the organization.

• Execute goal and objective strategies provided by the GM and VP of the Business Unit to address future business needs.

• Lead cross-functional teams in the development of annual strategic sales plans to increase transparency and efficiency of all stakeholders and align with the strategy.

• Lead, develop and execute customer business plans of combined accounts as well as specific customer account plans that align with the strategy.
• Own the fulfillment process for all accounts that meets or exceeds the expectations of the customers.

• Introduce customer specific programs that align with the strategy of both the customer and PBI.

• Work directly with customer service, production, and leadership in forecasting to ensure in time forecasted delivery.

• Provide business intelligence, which supports company growth initiatives including customer and internal product forecasting.

• Discover new opportunities and be able to work with development and regulatory to successfully deliver upon identified opportunities that would best serve client’s needs.

• Resolve customer concerns by investigating issues, developing solutions, and providing sound resolutions to management.

• Manage OPEX and accruals within given budgets for team and self.

• All other duties as may be assigned.

Experience/Skills Required:

• Bachelor’s degree in turf Management, business or Agriculture or an equivalent combination of education and experience.
• Minimum of 8 plus years of progressively increasing responsibility in management roles including prior Sales Force Leadership experience in the Professional Turf & Ornamental, Home Lawn & Garden markets, or Agrichemicals field.
• Prefer broad based managerial experience including leadership, with or without authority, of teams with diverse responsibilities i.e., marketing, business development, logistics, sales.
• Prefer successful track record of profit and loss accountability in an organization of significant revenue size and people management responsibility
• Knowledge of herbicides, pesticides and fertilizers and associated marketplace conditions.
• Highly developed customer service skills with a proven ability to develop strong client relationships.
• Motivated, self-starter with results and solution orientation and the ability to develop strong client relationships.
• Excellent communications and presentation skills.
• Although this position is home-base, extensive travel within the territory is required (70-90%)

PBI-Gordon Companies and its subsidiaries are proud to offer a comprehensive benefits package to eligible, full-time employees who work 30 hours per week or more. Full-time employees will become eligible to participate in benefits on the first of the month following their start date, unless stated otherwise below. (Note: Interns, temporary or part-time employees, do not qualify for eligibility.)

• Lead, coach and develop direct reports that delivers people development and business KPI’s