Global Account Manager

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

📋 Description

• The Global Account Manager is responsible for managing and expanding a designated portfolio of global enterprise accounts within FoodChain ID’s comprehensive offerings.

• Take ownership of sales bookings performance in relation to set monthly, quarterly, and annual targets.

• Enhance assigned global accounts through renewals, expansions, cross-selling, upselling, and enterprise license opportunities.

• Recognize revenue opportunities within FCID’s entire range of services and solutions.

• Formulate and implement account strategies that promote growth, retention, and long-term customer value.

• Lead the planning and execution of renewals for assigned subscriptions, services, and enterprise agreements.

• Keep track of wallet size, whitespace, account potential, and avenues for expansion.

• Generate a referral pipeline through active enterprise deal motions, account plans, whitespace assessments, and managed account expansion efforts.

• Meet established expectations for the referral pipeline.

• Transform referral value into active, qualified opportunities.

• Monitor referral bookings, realized referral impact, conversion status, next steps, and commercial ownership.

• Develop and sustain global account plans for the assigned accounts.

• Present updates on account plans and business performance.

• Establish clear account priorities, risks, mitigation strategies, and subsequent steps.

• Act as the primary commercial link between FCID and the assigned global accounts.

• Foster trusted relationships with senior leaders, decision makers, technical buyers, procurement professionals, and executive sponsors.

• Ensure relationship health through proactive communication, follow-up, customer feedback, and issue resolution.

• Facilitate customer meetings, business reviews, account planning sessions, and on-site visits as necessary.

• Raise customer risks, service issues, commercial barriers, and renewal threats with actionable plans.

• Drive account penetration by broadening relationships beyond current contacts.

• Maintain precise Salesforce records for accounts, referrals, opportunities, notes, next steps, contacts, dates, and account plans.

• Manage the pipeline funnel to ensure forecast accuracy, linearity, and revenue predictability.

• Provide regular updates on bookings performance, referral generation, conversion progress, pipeline quality, and account risks.

• Collaborate with internal teams to address customer needs and foster commercial growth.

• Share insights about customers, market trends, competitive intelligence, and product feedback with internal teams.

⛳️ Requirements

• A minimum of 7 years of experience in sales, account management, or strategic customer growth.

• Demonstrated success in managing intricate enterprise or global accounts.

• Proven experience in expanding existing accounts through renewal, cross-selling, and upselling strategies.

• Familiarity with selling SaaS, DaaS, technical services, regulatory solutions, certification services, or similar B2B offerings.

• Previous experience managing large, complex deals and enterprise-level customer relationships.

• Background in selling to or supporting sectors such as Food and Beverage, Consumer Goods, Ingredients, Regulatory, TIC, Digital Solutions, SaaS, DaaS, or similarly intricate B2B industries.

• Strong comprehension of the sales process, pipeline management, opportunity qualification, referral conversion, forecasting, and account planning.

• Proficiency with Salesforce or comparable CRM systems.

• Willingness to travel domestically and internationally as necessary.

• Bachelor’s degree in business or a related field is preferred.

🏝️ Benefits

• Equal employment opportunities.

• Prohibits discrimination and harassment of any kind.