Regional BD Manager

Americold Logistics, LLC.; Kansas City (MO); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Medical/dental/vision insurance

401(k) with company match

Paid time off

Job summary

Americold seeks a seasoned sales leader to drive distribution sales within Kansas/Missouri. You will set annual goals, manage customer relations, and work with district directors to maximize EBITDA while ensuring pricing aligns with market rates.

The role demands building new business, leading regional marketing efforts, and coordinating with operations to scale revenue across facilities. Strong financial acumen and Excel/PowerPoint skills are essential.

Qualifications

• 5-7 years of distribution sales experience, incl. field sales management

Responsibilities

• Develop annual sales goals and performance standards
• Maximize EBITDA across sites by optimizing commercial performance
• Lead district funnel management and proactive lead generation
• Coordinate with district leaders on budgets and strategic plans
• Support pricing, market intelligence, and M&A activities

Skills

Sales experience

Financial acumen

Customer relations

MS Excel

PowerPoint

Education

Bachelor's degree in Business or Sales/Marketing

Tools

CRM systems

Job description

Join the Cold Chain That Feeds the World.

For over 120 years, Americold has connected producers, processors, distributors, and retailers to ensure food stays safe, fresh, and accessible. With 240+ facilities across four continents and 14,000+ team members, we’re a global leader in temperature-controlled logistics. Our mission is to help our customers feed the world – and we’re looking for people who share that purpose. We value customer service, innovation, and inclusion, and we invest in our people’s growth and well-being. If you’re ready to make a meaningful impact in a company that puts people first, Americold is the place for you.

Territory/Book of business will be primarily located within Kansas or Missouri. Candidate must live within that geographical area.

Establish new business and manage customer relations.

What You’ll Do

• Develop annual sales goals, performance standards, reporting functions, and appropriate measurements for all accounts.
• Monitoring the each assigned site’s EBITDA & ensure it is maximized by proactively managing the commercial performance of each customer; making sure any deals are accretive to the site, and are at the correct market rate.
• Work with District Operation Directors to establish district level budget, and work collaboratively to achieve financial goals
• Develop district funnel management process; ability to initiate and execute proactive lead management to support targeted sales process
• Develop an understanding of regional competitive landscape and pricing. Provide critical support for M&A activities including market intelligence, target companies, customer and competitive insight.
• Partner with Director of Business Development to develop and execute specific regional marketing plans to ensure revenue growth in all products and facilities.
• Responsible for Warehouse & Transportation TBD; Ensure Value added services and Accessorial programs are identified and ensure billing capture; target customer acquisition for high TBD & critical sites
• Relationship Management-Making sure we are in in sync with customers; cross sell other products including transportation, blast, date coding; Reduce churn through high customer retention; lead Issue escalation & resolution as well as billing challenges. Compile and execute timely Customer Business reviews
• VOC / VOI-Be voice of the customer internally by providing customer and industry feedback to internal stakeholders
• Owning a site’s capacity to ensure there’s the correct capacity layout to maximize EBITDA. This includes the analysis of customers and seeing that their individual service needs are being met with the correct storage media.
• Opportunity qualification by assigned sites
• Customer sequencing and transition – Sequencing in customers for new and exiting business to support site budgets
• Customer mix management- Making sure customer has the right profile for site
• Densification: Making the final call on opportunity vetting from a commercial perspective, leading both regional and key account/major owners to the proper sequencing of business in according commercial constraints and financial targets.
• Contract Management: Ensure management of contract maintenance items and contract negotiations. Establish contract gap baseline, documented contract gap closure plan by site, ensuring each contract includes a dully signed document, ensure contract is in our database, each contract has a profile, and lines up with our invoice.
• Responsible for the identification of continuous improvement project through active Kaizen id and execution.
• Market and sell Americold’s various transportation services, inclusive of MVC and Regional/National Freight Consolidation programs.
• Deliver and manage the annual GRI (General Rate Increase) process for assigned facilities
• Find, develop and secure yield management initiatives designed to enhance EBITDA
• Follow established departmental documentation procedures.
• Develop individual sales budget.
• Develop and review quarterly plan to ensure alignment with long range vision and short term goals.
• Know company resources in order to develop business priorities.
• Find, develop and secure new business.
• Provide data for pricing proposal approval process.
• Interface with other departments to ensure departmental participation in company goals and directives.
• As a shared responsibility, ensure compliance with employment laws.

What Experience And Education You Need

• 5-7 years of distribution sales experience with a minimum of 3 years in a field sales management position with increasing responsibilities.
• Bachelor's degree in Business, Sales, or Marketing or equivalent training in Business or Sales Management, Masters a plus.
• Must have relative industry experience including distribution, warehousing, logistics, transportation, CPG, etc. and understand common business practices and standards.
• Must have supply chain knowledge within the industry scope, along with a strong financial acumen
• Experience forming and maintaining new business relationships.

What Could Set You Apart

• Negotiation and mediation skills.
• Existing network of contacts
• Experience in needs assessment, documentation, and process improvement.
• Strong customer orientation.
• Strong presentation skills.
• Proficiency in MS Excel, Word, and PowerPoint.
• Effective sales management skills with the ability to develop and manage regional strategies for pipeline development.
• Excellent presentation preparation and delivery skills are required including strong PowerPoint abilities
• Proven ability in developing creative solutions for potential and current customers
• Entrepreneurial approach to responsibilities and selling Americold’s services; must be a self-starter that can function in an ambiguous environment.
• Must have a customer-focused professional demeanor and presentation style.
• Strong time management, communications, decision-making, organization, human relations, presentation, negotiation, and mediation skills.
• Ability to coordinate multiple tasks in deadline driven, fast paced environment.
• Proven business savvy, possess financial acumen and understanding budgeting.
• Strong ability to form and foster business relationships.
• Demonstrate a partnership approach in working with the facilities on selling Americold’s AOS

Physical Requirements

• Requires the ability to sit for long periods of time, with frequent interruptions
• Requires several hours per day of sitting, getting up and down from chairs, and reaching, or bending
• Requires manual dexterity with normal hand and finger movements for typical office work
• Talking, hearing, and seeing are important elements of completing assigned tasks
• May require travel by automobile and airplane up for business
• May require a visit to facility operations in temperatures at or below freezing
• May carry loads related to travel and occasionally lifts, carries, positions, or moves objects weighing up to 20 pounds
• Requires the use of various electronic tools
• Requires the ability to relate to others beyond giving and receiving instructions: must partner with colleagues without exhibiting behavioral extremes
• Requires the performance of work activities including reasoning, negotiating, instructing, persuading, or speaking with others; and respond appropriately to constructive feedback from executive management

Americold is an Equal Opportunity/Affirmative Action Employer and complies with applicable employment laws.

EOE/AA M/F/D/V DFW.

What We Offer

At Americold, we believe in taking care of our people. We offer benefits designed to support your health, financial well-being, and future. Our associates know what’s in it for them – opportunity, purpose and a values-driven culture. When you join Americold, you become part of a mission to help our customers feed the world.

• U.S. Only: Americold offers a range of benefits, including medical/dental/vision insurance, STD/LTD coverage, 401(k) with Company match, FSA, life insurance, EAP, and paid time off, some of which may vary depending on the particular position and whether it is covered by a collective bargaining agreement (CBA).

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