Director, Key Accounts Regional

Salary depends on experience
Posted on 11/06/17
15+ years experience
Business Services
Salary depends on experience
Posted on 11/06/17

Director, Key Accounts Regional in Livonia, Michigan


The Regional Director of Key Accountsis responsible for directing the overall sales strategy which includes planning and execution of their unique segment of accounts and manage key account teams. This position is deeply knowledgeable in key account segment and builds and maintains close relationships with the Food Service Directors and the Chefs at all assigned operators. The Regional Director of Key Accountsis always available to their staff, clients, contacting them on a regular basis, participating in local functions, cutting/demonstrating products, training and educating the key personnel and always working to better understand their product needs.


  • Provide effective leadership and management to key account teams in assigned geographical region. Interview, hire, onboarding, and training team members, manage performance and career development. Manage conflict and personnel issues, provide coaching, mentoring and support;

  • Designs and implements customized sales strategies, in conjunction with the Director of Sales, aimed at their segment of key accounts;

  • Works closely with the entire sales force and openly discusses go to market strategies, competitive reconnaissance, successes, and challenges;

  • Provide direction and support to team members to include business practices, staffing and development needs by accounts and resolving client and associate issues. Partner with Key Account Teams Leadership toachieve and maintain excellence, discuss schedules and changes, meet goals and expectations and build an effective working relationship.

  • Stays up-to-date and knowledgeable about the operators in their account segment and acts as a resource and solution provider for their customers

  • Maintains an in-depth knowledge of the key distributors in the local market in order to gain buy in and support to stock and sell distributors products

  • Understands each of the following for their strategic accounts: menu rotations, population and trends, desired cost structure in each segment of the menu, opportunities to penetrate or convert items, training and education of products, and multiple uses for products

  • Maintains an up to date profile folder of each customer in their region; utilizes the CRM system weekly to report on sales call activity, updates and follow ups, in addition to customer profile management

  • Maintains and monitors stock status sheets of participating distributors withthe assistance of the Distributor Account Managers; communicates any changes of usage positive or negative, as well as changes on who willdistribute to the strategic account

  • Report and discuss observations, issues and business solutions with the Vice President/General Manager. Provides sales results and updates on an as needed basis;

  • Measure sales teams success through goals and objectives;

  • Addresses client’s quality control issues and communicates the process for resolving issues

  • Participates in visits to key strategic accounts and has a prepared itinerary a week in advance

  • Is able to cook food products and put menu combinations together to aid in the sale process

  • Other duties as assigned


  • 15+ years of experience with a food service brokerage agency and/or national manufacturer calling on key regional accounts and/or operators and/or Owner or Manager of a restaurant.

  • 3-5 years of supervisory experience preferable;

  • Must understand industry knowledge to gain trust and build deeper relationships;

  • Must be able to manage difficult client situations with positive results

  • Ability to execute and follow through a sales plan

  • A positive, professional, and proactive attitude

  • Strong communication skills, leadership and management skills;

  • Must be able to manage client request and communications.

  • Adept at building trust and credibility

  • Planning and organizational skills

  • Works well with teams and has strong motivational skills

  • Strong problem solving and strategic planning skills

  • Must have a valid driver’s license;

  • This position requires that you drive on behalf of Acosta Sales & Marketing, and as such any DUI/DWI conviction in the past 36 months will be an immediate disqualifier for this position.

Acosta Sales & Marketing is an Equal Opportunity Employer

By submitting your application you agree with and accept the Acosta Privacy Statement and Terms of Conditions.



Work State US-MI | US-OH-Cleveland | US-IL-Chicago | US-MI-Detroit | US-OH-Cincinnati | US-IN-Indianapolis

Job ID 2017-137363

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