Director of Key Accounts

Job Summary:

The Director of Key Accounts will drive profitable, sustainable growth by securing new large key accounts and strengthening relationships with high-value, large accounts within Duke's Chains Business Segment. This individual will strategically develop new business opportunities, build and maintain a robust pipeline, and implement tailored sales strategies that align with broader business goals, driving sales growth.

This role requires a deep understanding of customer needs, the ability to navigate complex decision-making processes, and the expertise to position Duke as a trusted, indispensable partner. The Director will collaborate closely with internal teams, external partners, and key stakeholders to ensure the long-term success of customer relationships and contribute to achieving ambitious sales and revenue targets that align with both enterprise and business segment strategies.

Key Responsibilities:

• Key Account Strategy Development: Formulate and execute a comprehensive key account strategy to identify new target accounts, assess their business needs, and uncover opportunities for Duke's solutions in those accounts. Stay ahead of industry trends to effectively anticipate customer challenges and position Duke as a key problem solver.
• Sales Growth and Opportunity Generation: Drive profitable new business growth through proactive prospecting of high-potential accounts and existing accounts. Align sales opportunities with the strategic priorities of the Chains Business Segment to achieve revenue targets and sales goals. Develop and manage a robust pipeline of new business opportunities.
• Account Leadership: Lead relationship development by identifying and engaging key decision-makers and influencers within targeted accounts (new and sustaining accounts). Utilize consultative selling techniques to present tailored, sustainable solutions that align with customer needs, driving long-term, high-value partnerships.
• Sales Execution and Target Achievement: Achieve and exceed sales and margin targets through disciplined execution of strategies and tactics. Monitor sales progress, adjust strategies when necessary, and ensure the timely completion of sales activities to meet deadlines.
• Solution Selling and ROI Presentation: Analyze customer pain points, challenges, and needs to craft compelling solutions with clear value propositions and ROI for the customer. Articulate Duke's offerings and value propositions in a way that resonates with client priorities and results in profitable sales outcomes.
• Cross-Functional Collaboration: Coordinate efforts across internal teams and external partners to ensure smooth execution of sales strategies. Actively collaborate with product management, engineering, marketing, customer care and operations teams to customize solutions and ensure excellent service delivery to customers.
• Sense of Urgency and Execution: Take ownership of the sales process and work with a sense of passion, intensity and urgency to drive results. Balance priorities and make informed trade-offs to ensure the timely and successful delivery of outcomes.
• Continuous Improvement and Feedback Integration: Leverage feedback from customers, colleagues, and market data to continually improve sales techniques, refine strategies, and enhance overall performance.
• Customer and Market Expertise: Stay well-informed of trends and challenges across target market segments such as QSR, LSR, Fast Casual and C-Store. Use this knowledge to effectively position Duke in those markets and drive new business growth.

Desired Skills and Experience:

• Patience, Vigor, and Tenacity: Demonstrated perseverance, vigor, and tenacity in securing and acquiring large, high-value key accounts. The ability to remain patient and focused through long sales cycles, while maintaining the resolve and energy to drive results. Must possess the tenacity to actively pursue and develop new accounts, overcoming challenges with determination and strategic focus to achieve business goals.
• Educational Background: Bachelor's degree in business, marketing, finance, engineering, or a related field. An MBA is a plus but not required.
• Professional Experience: Minimum of 5 years of experience in account management, sales, and/or business development, with a proven track record of acquiring and managing large, complex accounts. Demonstrated success in driving revenue and fostering long-term business relationships.
• Sales Proficiency: Strong background in sales and account management with a consultative approach. Proven ability to influence customer decisions, navigate long sales cycles, and close high-value deals.
• Strategic Problem Solving & Critical Thinking: Exceptional ability to solve complex problems and think strategically to meet the needs of both Duke and the customer. Ability to identify challenges early and pivot solutions as needed.
• Opportunity Generation & Networking: Ability to leverage personal and professional networks to generate new business opportunities. Utilize industry relationships and networks to open doors to key decision-makers within targeted market segments (QSR, LSR, Fast Casual and C-Store).
• Interpersonal & Communication Skills: Excellent communication skills, both written and verbal, to engage with stakeholders at all levels and functional areas. Ability to present Duke's value proposition in a clear, compelling, and confident manner to drive business outcomes.
• Partnering & Teamwork: Demonstrated ability to collaborate effectively with internal and external teams, aligning resources and expertise to support customer needs and drive sales success.

• Business, Financial & Technical Expertise: Demonstrated proficiency in business and financial concepts, along with a solid understanding of the technical aspects of solutions. Ability to assess and analyze customer needs from both a business and technical perspective, presenting clear, actionable, and easily understood solutions that align with customer goals and drive value.

• Sales Process Mastery: Expertise in navigating a structured sales process, including prospecting, opportunity qualification, solution development, and closing. Proficiency in using tools like the Miller-Heiman Strategic & Conceptual Selling process (or equivalent methodologies).

Required Abilities:

• Sales Proficiency: Proven track record of sales excellence with the ability to manage a complex, multi-stage sales process.
• Opportunity Generation: Ability to identify and capitalize on new business opportunities, developing strategies to penetrate new accounts.
• Interpersonal Skills: Outstanding interpersonal skills to build relationships with key decision-makers at all levels.
• Partnering & Teamwork: Collaborative mindset with the ability to work cross-functionally to achieve business goals.
• Business, Financial & Technical Expertise: Solid understanding of business fundamentals, financial metrics, and technical concepts relevant to the industry.
• Sales Process & Account Leadership: Ability to lead key accounts throughout the entire sales cycle, ensuring that customer needs are met and expectations are exceeded.

Other Requirements:

• Travel: Ability to travel up to 50%-60% of the time across the U.S.
• Major Market Airport Accessibility: Proximity to a major market airport is required for frequent travel.
• Certifications: Duke uses the Miller-Heiman Strategic Selling process; successful candidates will attend certification classes and be expected to apply these methodologies.
• Work Environment: Comfortable working in customer-facing environments, including test facilities, kitchens, retail locations, and corporate offices.

Current Openings for Director of Key Accounts Jobs at Duke Manufacturing