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 strategic accounts.

• Establish trusted executive relationships while identifying opportunities for growth.

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

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

• Translate the client growth strategy of Sodexo Canada into actionable account plans that align with client priorities and commercial goals.

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

• Prioritize resources and executive support based on account value, risk, 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 internal stakeholders to fulfill commitments and surpass client expectations.

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

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

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

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

• Identify and assess opportunities to expand services and increase share of wallet.

• Develop business cases and value propositions that align with client priorities.

• Oversee the growth pipeline from opportunity identification to negotiation, closure, and transition to Operations.

• Track and report metrics related to retention, growth, profitability, client satisfaction, and pipeline performance.

• Report directly to the Vice President of Client Growth.

• Travel regularly across Canada to support client relationships, strategic reviews, and growth initiatives.

⛳️ Requirements

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

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

• Proven track record of managing complex B2B, national, or multi-site client portfolios while delivering measurable growth and retention outcomes.

• Experience in building relationships with executive and C-suite stakeholders, and influencing decision-making within a matrixed environment.

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

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

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

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

• English proficiency is required.

• Bilingualism in French and English is strongly preferred.

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

• New hires in hospitals, long-term care facilities, and senior homes must be fully vaccinated against COVID-19; other new hires may also be required to be fully vaccinated depending on their employment location and scope.

🏝️ Benefits

• Eligibility for bonuses.

• Comprehensive benefits package.

• Retirement savings program.

• Additional incentive opportunities.

• Flexible work environment.

• Competitive compensation.

• Excellent employee benefits.

• Training and development programs.

• Numerous opportunities for growth.

• Commitment to corporate responsibility and sustainability initiatives.

• Employment equity and diversity commitment.

• Accommodation available throughout all stages of the selection process.