Director Global Accounts

Our Company

Lancer Worldwide, a Hoshizaki Company, is an award-winning global leader in beverage dispensing. Through innovation and a commitment to dedication in action, we create products that benefit our customers worldwide, and give them a distinct advantage in the marketplace. We offer our teammates the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds their expectations. We welcome talented, passionate, and highly motivated individuals to join our team.

Summary/Objective

The Director of Global Accounts is responsible for the sales strategy and execution for the company`s biggest accounts. This includes creating and implementing strategic sales plans, setting quotas, developing relationships, and forecasting sales. The role works closely with all departments within the organization to ensure alignment with the company's overall objectives.

Location : ATLANTA, GA

Key Performance Indicators

• Grow the global account revenue base to exceed annual budgets
• Drive GP and pricing initiatives to exceed annual targets
• Ensure sales pipeline exceeds monthly budget targets
• Track and monitor win / loose conversion rates

Essential Functions

• Develop the Global Account Strategy
• Create and execute a multi-year account plan.
• Understand the customer's global business objectives, priorities, and growth initiatives.
• Align internal resources and solutions to support the customer's strategy.
• Own Executive Relationships
• Build trusted relationships with senior decision-makers.
• Serve as a key point of contact between the customer and the company.
• Establish a strong stakeholder map across all regions and business units.
• Drive Revenue Growth
• Deliver annual sales, margin, and profitability targets.
• Identify opportunities for new business, cross-selling, upselling, and geographic expansion.
• Lead strategic commercial discussions and negotiations
• Coordinate Cross-Functional Teams
• Lead a virtual account team consisting of sales, service, operations, finance, engineering, marketing, and customer support.
• Ensure consistent execution and communication across regions.
• Remove internal barriers impacting customer success.
• Maintain Account Health and Customer Satisfaction
• Conduct regular business reviews (QBRs and annual reviews).
• Track customer satisfaction, service performance, and issue resolution.
• Act as an escalation point for major customer concerns.
• Forecast and Manage Financial Performance
• Manage revenue forecasts and opportunity pipelines.
• Monitor profitability, pricing, rebates, and contract compliance.
• Report account performance to executive leadership.
• Understand Industry and Market Trends
• Monitor customer industries, competitors, and emerging market developments.
• Anticipate risks and opportunities that could affect the account.
• Position solutions proactively rather than reactively.

Knowledge, Skills & Abilities

• Demonstrated success in developing business strategies with successful execution
• Rich understanding of the beverage industry, competition, products, and services
• Ability to influence and improve existing customer relationships and develop new relationships across the industry
• Forward thinking leadership skills to propel the business
• Ability to influence, develop, and manage cross functional teams and positively drive culture and teamwork, while creating global synergy with the Lancer business
• Strong business acumen and ability to manage P&L
• Results oriented, innovative, and entrepreneurial approach
• Excellent planning, organizing, communication and negotiation skills
• Product development and commercialization experience preferred
• People management across different countries

Education & Experience

• Bachelor's degree in business, marketing, or a related field
• MBA is advantageous
• 10+ years of account management
• Proven track record of meeting or exceeding sales targets
• Excellent communication, negotiation, and interpersonal skills
• Strong understanding of market trends and industry landscape
• Able to develop creative solutions to meet customer needs
• Proficient in Microsoft Office Suite and other relevant software

Work Environment

This job operates in a combination of factory and professional office environments. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals and vibration. The employee is exposed to outside weather conditions at the manufacturing site. The noise level in the work environment is usually moderate.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; balance; stoop, kneel, or crouch; talk or hear. The employee must occasionally lift or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.

Notice To Third Party Agencies

Please note that LANCER does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, LANCER will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, LANCER explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of LANCER.

EEO Statement

Lancer provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.