Director, Strategic Accounts

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

📋 Description

• Act as the primary relationship manager for designated accounts, fostering trusted partnerships with senior stakeholders in commercial, technical, and category management.

• Formulate and implement tailored account strategies that align with both the partner's business goals and Verdesian's commercial objectives.

• Develop and sustain annual and multi-year strategic plans for each designated account, encompassing revenue objectives, program milestones, and growth initiatives.

• Facilitate joint business planning sessions, annual operating reviews, and quarterly business reviews with each account.

• Analyze internal decision-making processes within each account; identify stakeholders who approve, influence, and advocate for new programs and chemistry.

• Recognize and pursue revenue growth opportunities, including new product placements, private label, co-formulation, and white-label programs, as well as volume expansion within existing initiatives.

• Negotiate commercial terms for both new and existing programs, including pricing, volume commitments, exclusivity clauses, and co-marketing support.

• Develop and implement competitive displacement strategies aimed at replacing competing products with Verdesian chemistry in the account's portfolio.

• Collaborate with Marketing to design account-specific campaigns, programs, and promotional initiatives.

• Work together with field account managers and agronomists to create and execute pull-through strategies that encourage product movement and grower adoption.

• Coordinate internal resources—such as Marketing, Supply Chain, Regulatory, Finance, and Product Development—to ensure that Verdesian's commitments to assigned accounts are fulfilled.

• Serve as the internal advocate for assigned accounts, ensuring that partner requirements are factored into product, supply, and pricing decisions.

• Monitor competitive activities, pricing strategies, and evolving customer needs in designated account regions; provide regular insights to commercial leadership.

• Accurately predict sales on a monthly and quarterly basis with detailed account and product information; proactively communicate risks and opportunities to the VP of Business Development.

• Track and report key performance indicators across assigned accounts, including revenue, program adoption, competitive outcomes, and milestone achievements.

• Maintain precise account plans, pipeline records, and CRM documentation.

• Regularly update leadership on account status, risks, growth opportunities, and decisions that require executive support.

⛳️ Requirements

• Bachelor’s degree in Agriculture, Business, or a related discipline; MBA is preferred.

• Over 8 years of experience in strategic account management, commercial leadership, or sales within agriculture or a similar field.

• Demonstrated capability to manage complex, multi-stakeholder accounts and drive collaborative, competitive growth.

• Proven experience in developing and executing joint business plans with significant ag retail, cooperative, or distributor partners.

• Demonstrated ability to negotiate structured commercial agreements, including program terms, exclusivity clauses, private label, or co-formulation arrangements.

• Experience in developing and executing pull-through strategies in collaboration with field teams.

• Excellent communication, presentation, negotiation, and strategic planning abilities.

• Willingness to travel nationally as required (40–50%).

• Proficiency in Microsoft Office and CRM systems.

• Valid driver’s license and the ability to travel as necessary.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development