National Accounts Director

It's a Perfect Day to change the world! At Perfect Day, we're doing just that.

Perfect Day was founded in 2014 to create delicious, nutritious dairy products that everyone can love. We’re using fermentation (not animals) to make dairy proteins that are the foundation for foods like ice cream, cheese and yogurt – all with the distinctive taste and textures that consumers demand, but without lactose or environmental downsides. Through partnerships with respected brands, we’re working to launch a whole range of dairy products that will help shape a humane, sustainable food system for future generations. 

The Head of Key Accounts is responsible for driving sales strategies to grow our business across key national accounts. This role will be accountable for establishing a growth platform, identifying business opportunities, setting and communicating priorities, and coordinating appropriate resources to manage performance across multiple categories and channels. This individual will contribute to the overall topline sales strategy and will work collaboratively with all aspects of sales – including leadership, Trade Marketing, Customer Supply Chain, Sales Operations, and other cross functional leaders and will work closely with sales analysts on go to market strategy, performance, and category optimization.

Essential functions

• Business Development:  Build winning strategies for every key account, develop outstanding engagement and mutually beneficial business plans, lead efforts to grow expanding customer base, understand customer strategies and trends, manage delivery and execution of the annual commercial plans  

• Net Revenue Growth:  Develop sales strategies to drive growth that will hit or exceed annual sales targets and expand customer base.

• Team Leadership: Provide leadership, development & direction to the Key Accounts sales team, ensure effective training is in place, provide regular feedback and coaching, hold the team accountable, and motivate the team to achieve strong individual & team performance.

• Data-Driven Decision Making: Use data to forecast sales, set performance goals, review strategies to increase revenue, and set operating budgets. Actively manage the business by gathering, analyzing, and presenting business performance assessments using SPINS, CRISP, Nielsen, and internal shipment reports.  

Other functions

• Increase alignment and strategic relevance between the retailer organizations and business plan execution.

• Ensure operational excellence through flawless execution of new item launches, promotions, and committed programs.

• Partner with Supply Chain team to ensure effective management of the supply and demand planning process.

• Lead existing and development of forward-looking sales strategy for Key Accounts.

• Lead the implementation of sales strategy to deliver identified sales Key Performance Indicators (KPI’s).

• Evaluating sales promotional/trade spending and effectively track ROI

• Highlight risks and opportunities for generating revenue and profitability growth.

• Develop and permeate high level customer relationships with senior leadership at all customers.

• Partner with internal brand and category teams to develop strategic decisions on portfolio management.

• Partner with the Trade Marketing Team to develop localized marketing plans to drive trial, awareness, and to maximize investment in our brands.

• Improve processes, procedures and efficiencies related to customer business, customer service, and supply chain, by working cross-functionally.

• Develop calendar for customer-touchpoints – define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)

• Foster an environment that empowers the account team with responsibility and the authority to achieve goals, as well as holding each member accountable for the attainment of those goals.

• People leadership: will be responsible for setting positive work culture, managing and maximizing talent, performance management, communications and building team culture to ensure high performance results.

Competencies

• Exceptional sales skills

• Excellent communicator

• Ability to use data to tell a compelling story to a diverse set of stakeholders, including consumers, investors, employees, vendors, and agencies

• Comfortable working in a very dynamic start-up or small company environment

• Strong organizational, analytical, writing and presentation skills

• Strong team leadership skills

Supervisory responsibilities

• Responsible for leading and directing a team of Key Account sales professionals working remotely across the U.S.

Required education and experience

• Bachelor's degree in business administration, marketing, or related field.

• 8+ years’ sales experience within Consumer Products industry with progressive career experience to senior level roles inclusive of people leadership.

• 5+ years strategic sales leadership experience with a customer-focused team in grocery channel with CPG.

• Strong financial acumen and understanding of key business drivers for customer and The Urgent Company.

• Exceptional sales skills including negotiation, conflict management, account management, account penetration, strategic selling, category management, sales forecasting, and leading-edge sales strategies.

• Strong demonstrated track record of goal achievement with high integrity.

• Great knowledge of multichannel retail in the USA.  The experience to be able to leverage prior food networks to scale growth rapidly.

• Solid background in establishing a pipeline and working on the front lines with the customer to figure out what it takes to get a deal across the finish line.

• Talent for building teams that are excited, motivated, and committed to driving results.

• Commercial acumen, understanding of the key partnerships, and how to leverage profitable growth. 

• A comfort level with challenging the status quo, bringing creativity to solving everyday problems.

• Ability to set & manage a budget and P&L.

• Experience in food or related CPG industries. 

• Must be able to travel up to 50%+

It's a Perfect Day to change the world. The day when delicious dairy goodness is something everyone can love. The day we say goodbye to the downsides of factory farming. The day we throw a big party with luscious, animal-free milk, cheese, yogurt, and ice cream, all made with Perfect Day! We hope you join us!