Executive Client Partner
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Job Description
Executive Client Partner growing national and enterprise distributor accounts for promotional-products supplier Koozie Group. Building executive strategies, negotiating agreements, and expanding revenue and share of wallet.
Responsibilities:
- Own Koozie Group's largest and most complex accounts, including national buying groups, distributor networks and enterprise distributors
- Build multi-year account strategies and executive-level value and ROI cases
- Navigate multi-stakeholder buying committees and grow account share
- Manage named national accounts end to end, including strategy, relationships, retention and growth
- Deliver revenue, margin and share-of-wallet targets
- Map opportunity and whitespace, set goals and initiatives, and review progress in executive Quarterly Business Reviews
- Build relationships with ownership, executive leadership, procurement, merchandising, marketing and supplier-relations teams
- Identify and equip internal champions
- Diagnose account challenges and develop data-backed multi-product and program solutions
- Lead proposals, negotiate and renew distributor agreements, program pricing and promotions
- Partner with the Segment Leader on program and contract structures
- Partner with field account managers on top opportunities, branch visits and regional QBRs
- Brief sales teams on account priorities each quarter
- Partner with the Client Success Partner on post-sale experience
- Serve as escalation point across Customer Care, Operations, Pricing and Finance
- Maintain accurate account forecasts in Salesforce and report trends, risks and opportunities to sales leadership
- Secure customer references and multi-year expansion
- Represent Koozie Group at account events, trade shows and conferences
- Meet revenue, gross-margin, share-of-wallet, retention, expansion, forecast accuracy, Salesforce hygiene, account-plan and QBR objectives
Requirements:
- 7+ years of strategic or national account management in B2B, including managing multi-million-dollar books and enterprise buying committees
- Track record of multi-year account growth through business planning, negotiation and executive relationships
- Executive presence and ability to build a business case or ROI story that resonates with senior leaders
- Strong financial and analytical skills, including ability to build an account P&L, read data and turn it into a recommendation
- Ability to challenge a customer's thinking in a credible, non-abrasive way
- Advanced Excel and PowerPoint
- Working knowledge of Salesforce or another CRM
- Self-directed and organized, able to manage several large, complex accounts simultaneously
- Ability to travel up to 50%, including trade shows and overnight trips
- Bachelor's degree in business, marketing or a related field (or equivalent experience) — nice to have
- Experience in the promotional products, hard-goods or advertising specialty industry, or selling through distributors — nice to have
- Experience with ERP or BI tools — nice to have
Benefits:
- People-first culture
- Flexible schedules
- Medical HSA and HRA plans
- Flex spending accounts
- PPO dental
- VSP vision
- Employee assistance program
- Employer-paid life insurance
- 401(k) with employer match
- PTO - Paid Time Off
- Advancement opportunities
- Tuition reimbursement
- Employee referral bonus program
- Employee recognition program
- Employee charitable giveback program (up to $250 value)
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