Controlled Contamination Services has been a national provider of facility solutions, technical and decontamination services, since 1993. Our clients are in the Life Sciences, Technology, IT, Defense and Aerospace industries. Utilizing state of the art strategies, processes and human capital, CCS ensures the highest degree of service and integrity for the sensitive environment we support; impacting those industries that impact the world.

POSITION PURPOSE:

The Director, Key Accounts is responsible for strategically leading the B2B key account strategy to develop and implement effective, impactful short and long-term strategies. The Director will also lead the implementation of tactics that will maximize profitability across existing customer portfolios and new customers/industry verticals as well as growing CCS's market share and accelerate the company's vision. This role requires a strategic thought leader, team builder, and ability to cement internal relationships with key stakeholders. The leader will be capable of identifying and prioritizing which customers to service and determining appropriate service levels and product/service optimization for these customers. This is a team-based role that will assist in other aspects of the company's Operational and Commercial function as well as help drive the company's strategies and promote its Mission, Vision, and Values.

Key Responsibilities

• Lead the development and implementation of the company's key accounts strategy, including assessing the current state and developing recommendations for the future state of the strategy along with key aspects such as segment/customer identification and prioritization (e.g., estimating market potential, identifying most attractive segments with promising growth opportunities), service level provisions (including the design and implementation of a tiered service/loyalty program), go-to-market strategies, product/service offerings, pricing strategies, etc.
• Determine and efficiently manage necessary resourcing (internal and external) to successfully support key accounts goals.
• Drive top and bottom-line growth of the key account's portfolio through all aspects of Operational Excellence (e.g., account planning, pricing strategies, training, etc.).
• Lead efforts in the company-wide expansion of value-added services, including the development of actionable strategies to ensure continuous growth in profitable revenue
• Consistently explore new business opportunities, in conjunction with the Commercial team, including new verticals within and outside of current verticals and inform the development of industry-specific go-to-market strategies.
• Coach team to cross-sell across the portfolio of products and services
• Use technology to drive profitable revenue growth as well as to increase customer satisfaction
• Proactively manage and coach the team to ensure the meeting/exceeding of targets and the continuous professional development of the team. Identify, implement, and monitor KPIs.
• Collaborate with leadership and colleagues to ensure alignment and feasibility of tracking and regularly reporting on KPIs through the company's standard platforms (e.g., CRM).
• Conduct root cause analyses and develop corrective action plans when teams are not meeting goals.
• Develop and implement strategies to improve customer satisfaction and customer interactions.
• Provide strategic, action-oriented direction, informed by data-based insights and financial projections, about understanding and serving customers' needs and associated strategies to meet those needs and drive continued business growth
• Develop key account relationship management strategies to strengthen customer relationships, including engaging customers at the appropriate levels (including executive levels).

Qualifications

Qualifications

• Bachelor's degree required; MBA preferred
• 5+ years of experience leading B2B key accounts and sales teams
• Experience in an Industrial services environment (Facilities Management or similar vertical is preferred)
• Experience selling into multiple verticals simultaneously
• Experience in transforming a B2B key accounts strategy
• Comfort operating in a matrixed organizational structure, in a high-profile role that has frequent contact with functional and executive leaders as well as field leadership and teams
• Strong relationship-building skills
• Exceptional collaboration skills
• Strong leadership, coaching, and motivational skills
• The ability to discern and deliver communication/presentation style appropriate to the audience
• Proven project/program management skills in the complex business environment, including the ability to coordinate multiple teams in various locations and time zones, is required.
• Proven ability to collaborate with the sales organization and other cross-functional stakeholders