Director, Client Growth

This is a fully remote position, open to applicants in Canada.

📋 Description

• Drive client retention, renewals, and profitable growth within a portfolio of key client accounts.

• Establish trusted executive relationships while identifying opportunities for growth.

• Lead account strategies that enhance partnerships and expand Sodexo's market presence.

• Collaborate with Operations and business leaders to deliver sustainable client value and achieve business results.

• Travel frequently across Canada to nurture client relationships, conduct strategic reviews, and implement growth initiatives.

• Convert Sodexo Canada's client growth strategy into actionable account plans.

• Create detailed account plans, stakeholder maps, opportunity roadmaps, and action plans.

• Allocate resources and executive sponsorship based on account value, risk assessment, renewal timelines, and growth potential.

• Act as the strategic relationship lead for national and multi-site clients.

• Organize and facilitate strategic business reviews, governance forums, and executive meetings.

• Coordinate with internal stakeholders to fulfill commitments and exceed client expectations.

• Oversee account retention strategies, renewal planning, and portfolio risk management.

• Monitor account health using client feedback, market intelligence, contract performance, and competitive insights.

• Spearhead renewal and rebid strategies alongside Operations, Sales, Finance, Legal, and executive sponsors.

• Assist at-risk accounts through recovery planning and corrective action management.

• Identify opportunities to broaden service offerings and increase share of wallet.

• Develop compelling business cases and value propositions aligned with client priorities.

• Manage the growth pipeline from negotiation through closure and transition to Operations.

• Track and report on retention, growth, profitability, client satisfaction, and pipeline metrics.

⛳️ Requirements

• A Bachelor's degree in Business Administration, Marketing, Finance, Hospitality Management, or a related discipline.

• An MBA is considered an asset.

• More than 10 years of experience in strategic account management, business development, consultative sales, client retention, or commercial leadership.

• Demonstrated success in managing complex B2B, national, or multi-site client portfolios and achieving measurable growth and retention outcomes.

• Proven experience in building relationships with executive and C-suite stakeholders and influencing decision-making in a matrixed environment.

• Strong commercial acumen, financial literacy, negotiation, and relationship management skills.

• Proven ability to lead cross-functional initiatives and drive results through collaboration and influence.

• Proficiency in CRM platforms, Microsoft 365, data analytics, pipeline management, and financial reporting tools.

• Background in food services, facilities management, or operational services is considered a significant asset.

• Proficiency in English is required.

• French-English bilingualism is highly preferred.

• Willingness to travel approximately 25% to 40% within Canada.

🏝️ Benefits

• Eligibility for bonuses.

• Comprehensive benefits package.

• Retirement savings program.

• Additional incentive opportunities.

• Flexible work environment.

• Access to training and development programs.

• Numerous opportunities for career growth.

• Commitment to corporate responsibility and sustainability initiatives.

• Dedication to employment equity and diversity.

• Accommodation available during the selection process.

• COVID-19 vaccination requirements may apply based on location and scope of employment.