Director, Priority Account Sales - East

Job Description

Job Description

Description

The Director, Priority Account Sales is responsible for driving profitable growth across an assigned geographic territory representing approximately the eastern one-third of the continental United States. The role is accountable for identifying, targeting, and winning new multi-site MRO customer relationships while managing, retaining, and expanding a portfolio of assigned incumbent Priority Accounts.

Working closely with branch teams, regional leaders, and other functional stakeholders throughout the assigned territory, the Director develops and executes strategies to secure enterprise-level customer relationships and translate those agreements into successful local execution. The role also serves as the primary enterprise-level relationship leader for assigned incumbent customers, with accountability for strengthening customer relationships, expanding the business, and improving financial performance.

The position requires significant interaction with customers, branch teams, and regional leadership across the assigned geographic area. Success requires an individual who can combine strategic selling and account management skills with disciplined execution and, importantly, drive results through influence, alignment, and accountability across teams and individuals who do not directly report to the position.

This position can be based in Atlanta, GA; Nashville, TN; Charlotte, NC; or Philadelphia, PA.

Responsibilities:

New Business Development

• Identify, qualify, target, and secure new multi-site customers within the assigned geography by developing strategic pursuit plans in partnership with branch teams and regional leadership. 
• Build relationships with key decision-makers and influencers, understand prospective customers' business needs, and effectively position BDI’s Priority Accounts Value Proposition.
• Lead the commercial process for new Priority Account opportunities, including executive-level presentations, Customer Supply Agreements, internal alignment, and mobilization of resources required to convert prospects into customers.

Priority Account Management

• Serve as the enterprise-level relationship leader for assigned Priority Account customers, developing a deep understanding of their business, organizational structure, strategic priorities, purchasing processes, and growth opportunities.
• Build and maintain strong relationships with customer stakeholders at multiple levels, with particular focus on corporate and executive decision-makers.
• Develop and execute strategic account plans designed to retain, grow, and improve the profitability of assigned accounts.
• Identify opportunities to expand product categories, services, locations, and overall customer penetration while proactively addressing performance issues and customer needs.

Financial Performance

• Take ownership of the financial performance of assigned Priority Accounts and partner with branch and regional leadership to improve gross profit, product mix, pricing, share of wallet, and overall account performance.
• Establish measurable account objectives and regularly evaluate performance, balancing customer expectations with sustainable and profitable business relationships.

Cross-Functional Leadership

• Lead cross-functional account initiatives by aligning branch teams, regional leaders, and other internal stakeholders around customer commitments, priorities, roles, and expectations.
• Lead through influence by building engagement, accountability, and internal support among colleagues and stakeholders who are not direct reports.
• Serve as the connector between corporate customer leadership and local teams responsible for delivering the customer experience, ensuring effective execution of enterprise-level strategies.
• Communicate account performance, opportunities, risks, priorities, and required actions effectively across the organization.

Skills, Knowledge and Experience

Required Qualifications:

• Minimum 5 years of progressive B2B industrial sales experience, with a demonstrated record of acquiring and growing complex customer relationships.
• Ability to develop and execute strategic sales and account plans for complex, multi-site customers.
• Strong ability to build relationships with senior customer stakeholders and serve as a strategic business partner.
• Strong commercial judgment and understanding of revenue, gross profit, pricing, product mix, and customer value.
• Demonstrated ability to influence and align teams without direct authority.
• Strong presentation, negotiation, and executive communication skills.
• Demonstrated accountability, follow-through, and ability to drive execution.
• Ability and willingness to travel 50% of the time and upwards of 80% at times of need.

Preferred Qualifications:

• Experience in industrial strategic accounts, corporate accounts, national accounts, or enterprise-level sales strongly preferred.
• Experience selling MRO products, services, or solutions to multi-site industrial customers.
• Existing relationships with relevant industrial customers and decision-makers.
• Experience working within a geographically dispersed branch or field sales organization.

*BDI reserves the right to change job duties at any time. The job description is not designed to cover every requirement of the job.

Benefits

BDI Team Members can expect industry leading benefits including competitive pay, exceptional variable compensation programs, health benefits, 401(k) and profit-sharing program, maternal and paternal leave programs, tuition reimbursement, referral bonuses, and many more.  All in an exciting and ever-changing entrepreneurial environment.

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