Regional Account Director

Houston, TX, United States

En Route International operates globally as part of dnata, one of the world’s largest combined air services providers. With offices in the UK, North America, UAE and Australia, En Route supplies premium baked goods, meals and snacks to the travel industry. We focus on partnering with world-class manufacturers customising products and packaging to suit individual customer needs while managing a complex supply chain with the highest levels of precision.

Job purpose

This role is responsible for leading a team to meet and exceed sales & profit targets for En Route accounts for the region. Using your extensive commercial acumen and leading by example you will recruit, develop, and retain high calibre commercial talent. Ensuring the team achieves goals by developing and delivering business strategies for retaining current customers, increasing sales to current customers, developing business opportunities with new customers. Where required, you will provide coaching / guidance to support business development initiatives including tenders (RFQ/RFP etc.)

The Regional Account Director (RAD) will work within company guidelines, plans and investment parameters. The RAD will liaise with the Operational, NPD and other team members to ensure effective service delivery for customers and meet with customers on a planned basis to ensure their needs are being met.

Key responsibilities

Accountability for all budgeted costs and involvement in contract negotiations with prospective clients and caterers.

Grow market share, achieve, and exceed sales & gross margin targets.

Strategy and account planning for key accounts.

Drive the negotiation and strategy with Key Prospective Accounts taking responsibility for key decisions.

Forecast and monitor and evaluate sales performance of key accounts and self.

Analyse competitor activity and uses data to formulate proposals for changes in strategy.

Report through the CRM system. Oversees the operation of the US office and associated activities.

Work with the US and Global Commercial Team to create a shared vision and clear roadmap that drives a step change in performance to achieve growth in the region and supports global customer initiatives.

Maintains an awareness of, and exercises judgment in, such areas as market conditions, competitive activities, general economic conditions, and governmental, legislative and regulatory matters.

Identifies new market and product opportunities and feeds back market requirements to HQ as appropriate.

Provide inspirational leadership to the US sales team and engage, motivate and drive the team in a ‘can do’ fashion to deliver the day-to-day growth whilst considering the options for improving strategic relationships.

Ensure that the team have every opportunity to learn, develop and progress providing appropriate training in order that people are equipped with the necessary knowledge and skills to perform their roles with confidence and progress in their careers.

Develop and execute strategic sales plan in conjunction with the Commercial Director to achieve sales targets and expand our customer base.

To proactively develop and maintain relationships with airlines, caterers and other targets to secure new business opportunities for En Route

Acquire deep knowledge and insights into the customer businesses and develop strategic alliances with key decision-takers and decision-influencers up to and including main board level.

Align team goals with the sales strategy to drive innovation that meets commercial needs whilst exceeding consumer expectations.

To be involved in strategically developing solutions for prospective clients and leading sales activities to prospective clients through face-to-face meetings and presentations.

To ensure all customer and prospective records and information is kept current in appropriate En Route systems maintaining up to date CRM data to manage opportunities and the pipeline in a structured way.

Establishes appropriate goals and measures for short- and long-term sales and overall growth in line with En Route vision and targets, and regularly evaluates results against these performance standards to ensure profitable growth.

Develop and promote new business opportunities, innovations and ideas with active involvement and support of NPD and Creative Teams

Collaborate with other key functions (Operations, NPD, Creative and Finance etc.) to ensure seamless project management and effective robust planning and delivery of the prospective and current customer promise.

To undertake any other duties, which may from time to time be assigned. This job description is not intended to be either prescriptive or exhaustive, but it is issued as a general framework at the time of writing.

Person Specification

Profile

An effective leader capable of taking a business wide perspective and co-ordinating resources effectively to achieve the agreed organisational goals and objectives.

Able to work in a matrix organisation and balance competing resource demands effectively.

A level of gravitas to be able to deal with C level executives on major projects is important.

Strong business expertise – has a good perspective and regard for the other functions and works hard to ensure that sales deliver growth plans.

Extensive knowledge of demand generation, direct and indirect sales activity, strategic selling, and account management techniques.

A structured and organised sales professional who can deal with all levels within a client facing business.

An inquisitive listener with the ability to identify with and understand client challenges and build trust and influence.

Qualifications and training

Educated to University Degree level or equivalent business experience.

Experience in managing sales and people management.

Sales and/or Airline Catering experience and at least 6-8 years in strategic sales or commercial account management or business development.

Knowledge and skills

Proven sales ability and customer account development

Strong commercial awareness required.

Ideally food or airline sector experience or experience gained in a fast-paced environment – with similar complexity of multi stakeholder and global distribution.

Understanding of the Airline Industry

Highly numerate (to interpret and produce financial plans, account profit, margins, etc.)

Good data and business analysis and reporting skills

Able to construct and deliver influential commercial selling presentations.

Native speaker level English (spoken/written), Bi-Lingual would be preferred.

Must have the right to live and work in the USA.

Job Dimensions

Geographic Responsibility: North America

Type of Employment: Full time

Travel Required, primarily within North America, willing to travel at short notice.

To apply; please send a copy of your most up to date CV to [email protected]

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