Regional BD Manager

This is a fully remote position, open to applicants in Kansas, +1 more state.

📋 Description

• Generate new business opportunities and oversee customer relationships.

• Create annual sales objectives, performance benchmarks, reporting systems, and account evaluations.

• Track the EBITDA of assigned sites and proactively manage commercial outcomes.

• Collaborate with District Operation Directors on budget planning and financial objectives.

• Establish district funnel management and proactive lead management systems.

• Conduct analysis of regional competitors, pricing, market intelligence, target companies, and customer insights for M&A initiatives.

• Collaborate with the Director of Business Development on regional marketing strategies and revenue enhancement.

• Promote and sell Americold’s transportation services, including MVC and Regional/National Freight Consolidation programs.

• Manage customer relationships, cross-sell products, minimize churn, escalate and resolve issues, address billing concerns, and conduct Customer Business Reviews.

• Act as the voice of the customer by providing feedback from clients and industry to internal stakeholders.

• Oversee site capacity, customer sequencing and transitions, customer mix, opportunity qualification, and densification efforts.

• Handle contract maintenance and negotiations, close contract gaps, maintain documentation, database records, profiles, and invoice alignment.

• Identify and implement continuous improvement initiatives through Kaizen.

• Lead and manage the annual GRI process for assigned facilities.

• Develop yield management strategies to boost EBITDA.

• Create individual sales budgets and quarterly plans.

• Identify, cultivate, and secure new business opportunities.

• Provide data necessary for pricing proposal approvals.

• Collaborate with other departments to achieve company goals and directives.

• Ensure compliance with employment regulations as a shared responsibility.

⛳️ Requirements

• Candidates must reside in Kansas or Missouri.

• 5–7 years of experience in distribution sales.

• At least 3 years in a field sales management role with increasing responsibilities.

• Bachelor’s degree in Business, Sales, or Marketing, or equivalent training in Business or Sales Management; a Master’s degree is advantageous.

• Relevant experience in distribution, warehousing, logistics, transportation, CPG, or related sectors.

• Familiarity with standard business practices and benchmarks.

• Knowledge of supply chain processes within the relevant industry.

• Strong financial insight.

• Proven experience in establishing and nurturing new business relationships.

• Skills in negotiation and mediation.

• Experience in needs assessment, documentation, and process improvement.

• Strong customer orientation and effective presentation abilities.

• Proficiency in MS Excel, Word, and PowerPoint.

• Effective sales management capabilities and experience in developing and managing regional pipeline strategies.

• Ability to create innovative solutions for potential and existing customers.

• Entrepreneurial, self-motivated approach with the ability to thrive in an ambiguous environment.

• Professional demeanor and presentation style focused on customer engagement.

• Excellent time management, communication, decision-making, organizational, interpersonal, presentation, negotiation, and mediation skills.

• Capability to coordinate multiple tasks in a fast-paced, deadline-driven environment.

• Business acumen, financial insight, and understanding of budgeting processes.

• Strong ability to build and maintain business relationships.

• Ability to collaborate with facilities to promote Americold’s AOS.

• Capacity to sit for extended periods, frequently stand up and down, reach, or bend.

• Manual dexterity and proficiency in using electronic tools.

• Ability to talk, hear, and see as required for assigned tasks.

• Willingness to travel by automobile and airplane for business purposes.

• Ability to visit facility operations in temperatures at or below freezing.

• May occasionally lift, carry, position, or move objects weighing up to 20 pounds.

• Ability to reason, negotiate, instruct, persuade, communicate with others, and respond constructively to feedback.

🏝️ Benefits

• Remote work arrangement.

• Travel required 25–50% by automobile and airplane.

• Equal Opportunity/Affirmative Action employment protections.