Strategic Account Director - Maintenance, Repair, and Operations

Job Description

Job Description

The Strategic Account Director – Maintenance, Repair, and Operations (MRO) Channel is accountable for the performance, growth, and long-term health of CFS Brands’ MRO Accounts. This role owns enterprise-level account strategy and serves as the internal quarterback—ensuring alignment across Manufacturer Representative Groups, Regional Sales Directors, Marketing, Finance, Supply Chain, Customer Service, and Product Management. Success in this role is measured by profitable growth, program execution, customer retention, and disciplined operational excellence.

Responsibilities:

Primary Accountabilities
- Achievement of annual revenue, margin, and share-of-wallet targets
- Development and execution of multi-year Strategic Account Plans
- Ownership of national pricing strategies, contracts, and program economics
- Forecast accuracy, pipeline management, and executive reporting
- Customer retention, satisfaction, and contract compliance
- Alignment of national strategy with regional and rep group execution

Strategic & Commercial Leadership
- Lead long-term account strategy aligned to CFS Brands’ category and growth priorities
- Identify and execute category expansion, new program launches, and enterprise initiatives
- Serve as executive sponsor and escalation point for Strategic Accounts
- Lead QBRs and EBRs with distributor and customer leadership teams
- Partner with Finance to ensure margin discipline and profitability targets are achieved

Manufacturer Representative & Field Leadership
- Provide clear direction, priorities, and expectations to Manufacturer Representative Groups
- Hold reps accountable to program execution, pricing discipline, and strategic initiatives
- Partner with Regional Sales Directors to ensure national strategies are executed consistently in the field and at the branch level
- Identify performance gaps and escalate rep performance issues when needed
- Ensure consistent messaging, value proposition, and go-to-market execution across regions

Cross-Functional Leadership & Execution
- Act as the central point of coordination across Sales, Marketing, Product, Supply Chain, Finance, and Customer Service
- Lead cross-functional planning and execution for Strategic Accounts
- Resolve complex operational or service issues impacting Strategic Accounts
- Ensure internal teams are aligned to customer commitments and timelines

Data, Reporting & Governance
- Maintain accurate account plans, forecasts, and opportunity tracking in Salesforce
- Utilize Excel and Power BI to monitor performance, trends, and risks
- Deliver executive-level reporting and insights to senior leadership
- Establish and maintain account scorecards and KPIs

Qualifications & Expectations
- Bachelor’s degree required; MBA preferred
- 8–12+ years of experience in Strategic Account Management of MRO’s or currently work for an MRO: Fastenal, Grainger, MSC, Global Industrial.
- Experience working within a manufacturer representative sales model strongly preferred
- High level of executive presence, accountability, and business acumen
- Advanced proficiency in Salesforce, Microsoft Excel, and Power BI

Travel Required:

- Up to 50% travel may be required
- National Sales Meetings
- Corporate HQ CFS
- Corporate HQ Strategic Account Partners
- Key Branch Visits for Trainings/Deployment of Strategy

CFS Brands:

Headquarters located in Oklahoma City, Oklahoma, CFS BRANDS is a market-leading designer, manufacturer and distributor of commercial foodservice, healthcare, and industrial hygiene products.

CFS BRANDS has maintained its industry-leading position and consistent growth with a strong focus on customer support and satisfaction, product variety and availability, and a unique ability to be a “one-stop shop” solution for a wide range of organizations. CFS BRANDS enjoys this competitive market advantage through its extensive network of brands and global manufacturing and distribution facilities.

CFS BRANDS’s core products include dinnerware, drinkware, professional cookware, industrial hygiene products brushes and cleaning tools, dispensing systems, and healthcare meal service equipment. These products are provided through major distributors customers across the country.

CFS BRANDS became a portfolio company of The Jordan Company (“TJC”), a private equity firm, in 2018. More information on CFS BRANDS can be found at

CFS Brands is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee’s I-9 to confirm work authorization.