Job Details

Remote (US) · Full-time · $150,000 to $225,000 base + annual bonus

Our client is a fast-growing importer and supplier of private label products to airlines, distributors, national accounts, and retail. They have strong relationship owners in every channel. Now they need the leader who builds the system every account runs on, makes performance visible to everyone, and grows share of wallet with the customers they already serve.

The opportunity

This is a newly created leadership role reporting directly to the Chief Revenue Officer, with three account management leaders reporting to you at launch. The title will be Director, Senior Director, or Vice President, set by the experience you bring.

You will be the architect of how the company manages its accounts: the KPIs, the weekly scorecard, share of wallet and margin by account, and the QBR cadence. Then you will run it. In year one this is a hands-on build, and the function scales as it proves out.

What you'll do

• Build the account management system. Design and own the structure, KPIs, reporting, weekly scorecard, and QBR cadence the whole revenue organization runs on. You own the system and its data.
• Make the system stick. Everyone who manages accounts works in it, whether or not they report to you. You run the weekly review of share of wallet, margin, and KPIs, plus the quarterly business reviews, and flag issues early enough to change the outcome.
• Grow share of wallet. Show where the company is under-penetrated with each key account and surface the opportunities to win more of what each customer buys. Every account plan carries a clear share of wallet target.
• Make margin visible by account. Report gross profit dollars and margin by account so low-margin business isn't defended like high-margin business. Partner with category management, sourcing, and finance on pricing guardrails.
• Own sales operations. Pipeline discipline, forecasting, HubSpot CRM usage, and reporting against plan are yours. Get more out of existing data, including the ERP and sales cube, and drive adoption across the team.
• Lead the account management team. Develop your three direct reports and own the decisions the data points to for their accounts. Relationship owners outside your team keep their accounts; your system shows the results of their decisions.
• Catch supply and service issues early. Track fill rates, slow-moving SKUs, and backlog by account, and work with sourcing, operations, and finance before problems reach the customer.

Your first 90 days

1. Days 1 to 30: Finish the plan. Design all KPIs, define the weekly scorecard and share of wallet and margin by account, and set the QBR calendar.
2. Right after the plan: Launch the weekly review.
3. First full quarter: Run the first round of QBRs.

What you bring

• 10+ years in B2B sales operations, account management, or national accounts leadership, ideally in distribution, importing, consumer products, or foodservice and janitorial supply.
• A system you built that people actually used. You've designed and implemented a KPI, reporting, and QBR system a sales organization ran on, not just a report that got built.
• Margin fluency. You think in gross profit dollars and margin by account, not only revenue, and you've administered pricing or pricing guardrails.
• Data and CRM depth. Strong Excel or Google Sheets skills, a BI tool such as Power BI, and hands-on HubSpot or Salesforce experience.
• Supply chain awareness. You understand how lead times, fill rates, and inventory shape customer relationships.
• Experience at scale. You've helped grow a business in the $100M to $500M revenue range. Direct-import or asset-light experience is a plus.
• Clear communication. You can present data plainly to executives and relationship owners.

Who thrives in this role

You're an architect with the discipline to run what you build, and you're happy to build the first version yourself. Senior relationship owners find you credible, and you can influence people who don't report to you. You tell the truth the data shows, directly and honestly. You're margin-minded, organized, and tenacious about follow-up, and you work well alongside sourcing, finance, and sales.

Compensation and logistics

• Base salary: $150,000 to $225,000, depending on level and experience
• Bonus: Annual performance bonus under a Management Based Objectives (MBO) plan
• Benefits: Full benefits package
• Location: Remote, with regular travel to customers, suppliers, trade shows, and company offices. Eastern, Central, or Mountain time zones preferred.
• Employment: Full-time

Tom Collingbourne is the American Recruiters expert leading this search. Please upload your resume today!

Tom Collingbourne

American Recruiters

tcollingbourne@ariteam.com

To search all American Recruiters jobs, visit: https://www.americanrecruiters.com/job-search/

Job ID: 362737