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Director, Key Accounts - QSR & Broadline Distribution

Location: Chicago, IL, United States

Job Function: Sales

Req Number: 337

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We are a global leader in food & beverage ingredients. Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever were with, whatever were doing, we always make it real.
Position Summary
The Director, Key Accounts will partner with our top accounts in our Food and Beverage Solutions platform and will be a significant contributor to ofis growth strategy. As a key player to our Food and Beverage division, you will be responsible for driving revenue growth by selling innovative food and beverage solutions to our top key customers by establishing and executing business and sales strategies for specific accounts that drive growth across product platforms. This role is responsible for driving business growth, drawing on the knowledge and expertise of internal cross-functional and product-platform teams to provide a broader range of product and ingredient solutions for the customers that are unique and differentiated.
The ideal candidate for this position will bebusiness-minded with a curiosity to learn about new products and explore the needs of the customers that contribute to long-term, profitable growth for the company. They will have demonstrated the ability to lead contract negotiations and guide the sales process, collaborating with internal stakeholders on critical projects to optimize ofis product portfolio, innovation, customer service, and supply chain. A successful candidate will have exceptional interpersonal and influencing skills to align key senior stakeholders and build impactful partnerships that help deliver value and build long-lasting customer relationships.
Position Responsibilities
  • Develop long-term partnerships with top key accounts that result in increased sales and margins, and value for the broader business.
  • Develop and execute executive strategic sales plans to meet and exceed sales targets that reflect the entire product portfolio across ofis platforms (nuts, spices, dairy, cocoa, and coffee).
  • Guide the current and new sales process, articulating a path forward for customers with support from internal stakeholders, considering internal capabilities, constraints, competitive circumstances, and strategic priorities.
  • Understand customers needs and solutions to form an aligned customer facing strategic plan for short term and long term partnership and growth for assigned accounts.
  • Explore customers needs and opportunities, encouraging experimentation with the entire portfolio and seizing opportunities that result in unique and differentiated solutions.
  • Initiate and lead all contract negotiations with assigned key accounts to grow sales volume and margins while expanding ingredient solutions.
  • Build and develop strong relationships with customers key decision makers and senior management across multiple departments.
  • Understand customer needs and present tailored solutions that align with their business objectives.
  • Collaborate with cross-functional teams including product development and marketing to ensure alignment of sales strategy and product solutions with technical and operational capabilities. Drive projects and customer-driven solutions and engage internal stakeholders to understand current capabilities required to deliver solutions and profitable growth.
  • Establish regular cadence of communications with internal senior stakeholder groups, reviewing strategic account plans, pipeline progress and adjusting plans as needed.
  • Work closely with support teams (logistics, customer service, etc.) to ensure excellence in customers KPIs, contract execution, and working capital management.
  • Perform other duties as assigned.
Position Requirements
  • Bachelor's degree is required, masters preferred.Candidates must have 10+ years of major account management.
  • Proven sales track record in food and beverage ingredients and solutions preferably with top accounts in the Quick Service Restaurant (QSR)/Broadline Distributor sector with experience at the headquarter level for distributors and QSR management.
  • Strategic thinking and business acumen: ability to develop and deliver a strategic account plan designed to achieve profitable growth in both business and sales objectives. Excellent analytical skills.
  • Effective negotiation and problem-solving skills: ability to use appropriate strategies to address areas of concern, explore alternatives and reach mutually beneficial sales agreements that gain customers commitment to action.
  • Impactful communicator: ability to convey information and ideas clearly and succinctly to individuals and groups at various levels, in a variety of situations; deliver high-impact presentations suited to the needs of the audience.
  • Building influential relationships: ability to build and nurture long-terms relationship with top key accounts and internal stakeholder relationships to deliver value and customer commitments.
  • Self-motivated and goal-oriented: thrives in a dynamic environment; adjusts effectively by exploring the benefits, trying new approaches and collaborating with others to make the change successful.
  • Ability and willingness to travel up to 50% of the time is required.
Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.
ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided on the basis of qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: [email protected]
At ofi, we celebrate our diversity. Olam Americas LLC is proud to be an equal opportunity workplace.
** Position is open to remote working in a state ofi is set up in for taxes: AK, AL, AZ, CA, GA, ID, IL, NV, NJ, NM, NY, NC, OR, TX, FL, MN, MT, WI, NE, PA, VA, OH