Director of Account Management

SafetyChain Software is looking for a Director of Account Management to work with customers of our online Quality Management System in the Food & Beverage industry.

Ideal candidate is looking to utilize their prior Food Safety & Quality (FSQA) experience to help production plants and distribution facilities in the Food and Beverage industry maximize the value of their electronic data records and online compliance programs. Prior experience in sales and account management is a requirement. Ideal candidate has previously built and led a team.

The primary role for this position is to engage our customers to ensure they renew their subscription agreements, as well as engage customers to expand with add-on and up-sells. Experience in helping sell compliance, safety or quality systems is highly desired. As well, prior experience with Quality, Food Safety, Statistical Process Control, and OEE and is desired.

Reporting to the Head of Sales, this role will work closely with customers to build trust and reinforce the ability of our software to deliver value to Food and Beverage industry executives, program leaders and Quality professional.

Who we are:

SafetyChain is a fast growing, award-winning B2B SaaS software company focused on the food and beverage industry in North America. Our industry leading cloud-based solution is a Quality Management System (QMS) that helps food and beverage companies improve productivity, profitability and compliance.

We have a passionate, fast-paced team that work out of our two offices in Novato, CA and Evanston, IL serving our customers in over 1,200 locations across the country. We operate with the fun and flexibility of a start-up combined with the stability of a more mature software company (8+ years). We believe in help and hustle and that doing both makes for a great place to work.

What You Will Do:

As part of the Sales team, the Director of Account Management will be responsible for engaging with customers by phone, email and face-to-face to understand their business, earn their trust to renew and expand their subscription contracts. Working from our office in Novato, CA or Evanston, IL you will manage relationships including onsite customer visits for health checks and semi-annual business reviews. You will explore new customer needs, share relevant product / capability updates and assist when issues require escalation. Utilizing your prior experience as an FSQA professional you will enhance customer understanding and value within all conversations.

Key Responsibilities

• Managing a portfolio of diverse Food and Beverage customers

• Arranging and conducting Semi-Annual Business Reviews with customers

• Negotiating renewals and commercial terms with win-win outcomes.

• Listening and uncovering business challenges to earn the trust of prospective buyers.

• Engaging peers and team members to coordinate the right internal resources to delight customers

• Using your direct experience as a consumer of software in manufacturing environments to relate with prospective buyers.

• Confidently closing, overcoming objections and resolving the many challenges of complex sales.

• Assisting in developing Account Management practice, processes and building and recruiting team

Our Ideal Candidate

• Bachelor’s Degree (BA/BS) or equivalent work experience required.

• 4+ years of experience in sales / account management and managing commercial relationships.

• 2+ years of experience in a manufacturing plant or distribution facility in Quality Management and Food Safety

• Ability to walk a plant and help customers identify additional ways to leverage our software to improve customers overall ROI

• Direct experience with GFSI Programs including BRC, SQF, FSSC 22000, etc.

• Experience with Statistical Process Control (SPC) and OEE.

• Experience with safety, quality and compliance systems.

• Skilled in Microsoft Office (Excel, PowerPoint, Word, and Visio).

• Professional presentation skills

• Self-starter with strong motivation to succeed.

• Committed to customer satisfaction and a passion for customer success.

• Ability to work independently and through teams, at multiple organizational levels.

• Ability to multi-task, prioritize and manage multiple projects.

• Extremely detail-oriented.

• Creative, consultative, and a strong communicator.

• Eagerness to learn new skills, grow professionally, and take on new challenges.

• Ability to travel to customer sites (30%).

Personal Attributes We Value

• Initiative: the ability to get started and work independently when necessary, to come up with ideas and carry them out.

• Process Driven: you are highly structured, disciplined and organized in creating and executing operational processes to ensure a consistent, repeatable outcome.

• Inquisitiveness: a desire to expand your knowledge base and explore concepts and ideas that are new and unfamiliar.

• Integrity: Ability to offer and solicit honest feedback and always have the best interests of the team and the customers in mind.

• Patience: the ability to adapt to changing situations while remaining calm, collected, and committed.

• Team Interactions: Seeks opportunities to collaborate and to help others.

• Self-improvement: Ability to identify mistakes and quickly adjust approach when confronted with new information or perspective.

• Work independently or as a team player in a team environment.

• Awesome attitude, great energy & relentless work ethic

Things that make the job awesome

• Competitive salary & commission plan

• Opportunity for stock options

• Health benefits

• Vacation

• Flex Schedule

• Work from Home Flexibility

• Fast growing tech company with big opportunity

• Great team and Culture

Job Type: Full-time

Experience:

• Quality Assurance: 2 years (Required)
• Sales and Account Management: 4 years (Required)

Additional Compensation:

• Commission

Work Location:

• One location
• On the road

Benefits:

• Health insurance
• Dental insurance
• Vision insurance
• Paid time off
• Flexible schedule