Global Key Account Director

POSITION PURPOSE

The Global Key Account Director leads the sales and account management functions for the largest global accounts in the organization. There is very high expectation for growth with these accounts through new product and service sales and increasing levels of service as applicable. The GKA director will interact with all levels of management to influence and lead decision-makers and team leaders. The role is to define, lead, direct, coordinate global strategy and execution for the account, working with and through lines of business, regional sales and service organizations and leadership. Teamwork with various internal departments is of paramount importance as is the ability to work well with executive leaders within the account organization.

RESPONSIBILITIES

• Development, profitable growth, collaboration and life cycle management of the assigned customers within the Hyperscale Data Center clientele.
• Represent BAC in all sales/strategic activities and act as the interface between the customer and the BAC organization (HQ, Regions and Business Units).
• Develop sales and business opportunities; for short and long-term goals defined as part of the corporate strategy and to achieve assigned financial targets.
• Ensure existing customer portfolio is developed and maintained at all levels to ensure positive customer satisfaction.
• Contribute to the implementation of global portfolios, research, and development, maintaining and building relationships with customers.
• Effectively manage and maintain opportunities via CRM and ongoing collaboration with the account ecosystem within BAC.
• Lead strategic analysis and planning activities to determine the appropriate offerings and sales techniques that demonstrate value for the customer and justification for the product and service offering presented.
• Drive executive level communications while effectively persuading the audience with data and statistics that make our points clear, concise, and obvious.
• Ensure service and delivery execution and delivery of contract requirements and customer expectations by enforcing cross-functional management of operational teams.

KNOWLEDGE & SKILLS

• BA or BS in Business, Marketing, Communications, or similar field is required, MBA is preferred
• 10 years’ experience in a Sales Leadership role working with high profile accounts
• Demonstrated ability to close complex transactions through direct influence with multiple decision makers
• Excellent organizational, analytical, and interpersonal skills.
• Strong negotiation skills, with the ability to follow through on client contracts
• Conversant knowledge of contractual terms and conditions and be able to lead discussions with both legal and commercial counterparts
• Knowledge of Program and Project management
• Must be a self-starter and follow projects to completion with minimal supervision.
• Goal oriented, organized team player
• Must be able to work under different levels of pressure with strong interpersonal and leadership skills.
• In depth knowledge of the client and their position in the industry.
• An effective motivator with an enthusiastic desire to succeed and lead others toward a common goal.
• Applicants must be legally authorized for employment in the United States without need for current or future employer-sponsored work authorization.

KEY RELATIONSHIPS

• Global account(s)
• Global Business Development Team
• Global Leadership Team
• BAC Regional Teams

COMMUNICATION AND REASONING ABILITY

• Ability to comprehend, analyze, and interpret complex businesses utilizing strategic thought processes
• Demonstrate a sense of urgency and an opportunistic mindset
• Ability to make effective and persuasive presentations on complex topics to diverse audiences
• Ability to motivate and negotiate effectively with multiple stakeholder groups to take the desired action

TRAVEL:

• Approximately 20%; domestic and international

BAC Hiring Compensation Range $134,200- $230,100

BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.

BAC Employees are eligible to participate in an annual bonus incentive program.