Director, Key Accounts

Who we are: At Vivreau North America, and our sister company Mavea, we have a clear vision and mission to deliver high quality water in a sustainable, environmentally responsible, and health-promoting way. With over 15 years in North America and backed by our parent company Brita SE in Germany, we are poised to expand on our business across the continent. Vivreau embraces this simple idea: local water can be transformed to be even better than the heavily marketed bottled stuff, and at a tiny fraction of the footprint. Vivreau dispensers provide delicious, micro-filtered still, sparkling, and hot water without the need for plastic bottles or cans, making us a key partner to the Fortune 500, premium hospitality providers and healthcare. Vivreau's Professional Filters are prevalent in coffee shops and cafes North America-wide, ensuring perfectly balanced ingredient water for coffee, espresso, tea, and combi-steam ovens. Together with our sister company Mavea, which is geared to the consumer market, we have kept billions of plastic bottles out of the landfall. We are making a difference in the world and are looking for value focused people to join us! The role: The Key Account Director is a senior member of the Sales Team and plays a pivotal role in driving Vivreau's market expansion, particularly within the Group Purchasing Organization (GPO) and Food Service Organization (FSO) sectors. This position is responsible for leveraging industry expertise and existing relationships to strategically position Vivreau in the marketplace, expand our footprint, and explore new avenues for growth. The Key Account Director will actively hunt for new business opportunities, build and maintain robust relationships with key stakeholders, and drive the penetration of Vivreau's offerings in targeted markets. Reporting Relationships: The Key Account Director reports directly to the VP of Key Accounts and works collaboratively with other departments within Vivreau, including Marketing, Fulfillment, Service, and Finance, to ensure a seamless and superior customer experience. Key Accountabilities and Responsibilities: Market Penetration and Growth: Lead the effort to penetrate the GPO and FSO markets by identifying new business opportunities and leveraging industry knowledge and relationships. Develop and execute strategic sales plans that align with Vivreau's growth objectives, focusing on expanding market share within designated sectors. Establish and nurture relationships with key decision-makers within target accounts to position Vivreau as a preferred partner. Relationship Building and Management: Cultivate and maintain strong, long-term relationships with existing customers and key stakeholders in the GPO and FSO markets to foster loyalty and secure repeat business. Actively pursue new business opportunities by networking and engaging with potential clients to build a strong pipeline of opportunities. Sales Execution and CRM Management: Drive the sales process from initial contact through closing, ensuring alignment with Vivreau's strategic goals and annual sales targets. Utilize CRM tools to manage and document all sales activities, including pipeline development, opportunity tracking, and customer interactions, ensuring data integrity and accuracy. Industry Engagement and Brand Promotion: Represent Vivreau at industry conferences and trade shows, averaging 2-3 events per year, to enhance brand visibility, network with key players, and gather market intelligence. Act as a brand ambassador, promoting Vivreau's products and services to various industry stakeholders to enhance brand awareness and market positioning. Cross-Functional Collaboration: Work closely with other Vivreau teams, including Marketing, Fulfillment, Service, and Finance, to ensure cohesive execution of customer strategies and maintain a high standard of customer service. Share market insights, competitive intelligence, and customer feedback with internal teams to support continuous improvement and innovation. Strategic Planning and Reporting: Develop comprehensive sales and account plans to drive growth and achieve revenue targets, regularly reviewing and adjusting strategies as needed. Provide regular reports and updates to the VP of Key Accounts on sales activities, market developments, and progress against targets. Key Skills and Competencies: Strong industry knowledge and experience within the GPO and FSO sectors. Proven track record of building and maintaining strategic relationships with key decision-makers. Exceptional sales and negotiation skills, with a focus on driving market penetration and growth. Ability to work independently and take initiative while collaborating effectively across teams. Excellent communication, presentation, and interpersonal skills. Proficient in CRM software and data management tools. Willingness to travel to attend industry events and meet with clients as required. Qualifications, Preferred: Bachelor's degree in Business, Marketing, or a related field. Minimum of 7-10 years of experience in a key account management or sales leadership role, preferably within the GPO or FSO sectors. Strong network within the industry and a demonstrated ability to leverage relationships for business growth.

Created: 2024-10-29