GCO Corp Sr Account Dir

A Day in the Life

Responsibilities may include the following and other duties may be assigned.

• Responsible for developing and maintaining Senior/C-Suite level relationships with strategic partners and working with them to identify and qualify new business opportunities.
• Develops and drives appropriate portfolio management strategy in collaboration with the Business Units to expand and protect market share, optimize pricing strategy, and build long-term contractual agreements and relationships with clients and strategic partners.
• Responsible for understanding the assigned account's strategic priorities and developing appropriate value-added programs for each account.
• Develops, communicates, and implements business plans to achieve strategic target business results.
• Identifies and develops ongoing mutual opportunities for sales growth with key strategic accounts.

People Management

Management and supervisory professionals with one or more employees who are focused on tactical, operational and some strategic activities within a specified area. Levels within the management career stream typically have six or more direct reports. The majority of time is spent overseeing their area of responsibility, managing performance, developing talent, engagement and inclusion, communicating business and operational developments, planning, prioritizing and/or directing the responsibilities of direct reports. Goal achievement is typically accomplished through performance of direct and/or indirect reports. A key responsibility of roles in this career stream is managing people, which includes: accountability for mentoring, developing and coaching staff on meeting/exceeding performance expectations and defined objectives, providing leadership to staff ensuring the prioritization of strategic and department level initiatives to include defining performance goals and targets, conducting performance reviews, and staff 1:1s to guide performance management and employee development efforts and manage toward departmental goals.

Differentiating Factors

Autonomy: Owns the execution of the overall strategy and the operational direction of a country/region/business in accordance with corporate objectives, strategy and plans. Influences others outside of sales function regarding policies, practices and procedures. Oversees sales programs for new business and greater account penetration for the key accounts.

Organizational Impact: Makes strategic long term decisions in line with the company wide strategy, which sets the direction of the business area/region. Influences key sales strategies and operational initiatives and goals. Has a formal budgetary responsibility for operational business area/region/country; manages investment spend. Establishes policies and strategies that have a direct and significant impact on the achievement of overall sales and business development objectives.

Innovation and Complexity: Champions innovation across business area/region, conceptualizing and creating new business processes. Actively searches for opportunities for global integration and standardization. Problems and issues faced are complex, undefined and impact multiple businesses or functions, where information is typically difficult to obtain and extensive investigation to understand the root cause of problems is required.

Communication and Influence: Serves as principal spokesperson for the department, broad functional area or geography making recommendations to leaders and executives regarding strategic initiatives. Influences across functions and businesses to negotiate and gain cooperation on divergent objectives.

Leadership and Talent Management: Leads and manages a country/region or business operations. Ensures effective liaison with other country/business region heads to share knowledge and best practice. Creates workforce and staffing plans to ensure availability of human capital necessary to accomplish departmental business results. Authorizes hiring, firing, promotion and reward within own area; coaches and mentors key members of business area/region.

Required Knowledge and Experience

Requires advanced sales, business development and management and leadership knowledge to lead cross-department project teams or manage across multiple functions, country, region or business. Possesses depth and breadth of technical/professional knowledge, within the context of the complete organization. Requires a Baccalaureate degree (or for degrees earned outside of the United States, a degree which satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) and minimum of 15 years of relevant sales experience or advanced degree with a minimum of 13 years of relevant sales experience, minimum of 10 years of managerial experience. For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.