Key Account Executive - Consumer Packaged Goods

Key Account Executive

RSM US LLP is seeking to add a Key Account Executive to our Enterprise Sales Organization to focus on growing our comprehensive suite of audit, tax, and consulting services. The Key Account Executive is responsible for driving growth within major client accounts, with a preferred focus on clients in the Consumer Goods / Consumer Packaged Goods (CPG), food and beverage, retail, manufacturing, distribution, or related sectors. This role focuses on identifying and pursuing cross-sell opportunities by understanding sector-specific business drivers such as consumer demand shifts, omnichannel growth, supply chain resiliency, margin pressure, trade promotion effectiveness, sustainability, and data-driven commercial decision-making. Serving as a strategic advisor, the Key Account Executive coordinates internal resources to deliver integrated assurance, tax, and consulting solutions that address Consumer Goods client priorities, increase revenue, and enhance long-term client satisfaction. The position is central to strengthening client loyalty and supporting the organization's overall business objectives.

Responsibilities:

• Develop and execute comprehensive strategic account plans for 815 assigned key accounts, establishing clear revenue targets, relationship milestones, and cross-sell initiatives aligned with firm growth objectives.
• Conduct quarterly account reviews with internal stakeholders (audit, tax, consulting partners, subject matter experts) to identify expansion opportunities, share competitive intelligence, and design integrated service solutions.
• Establish and maintain executive relationship mapping for each account, identifying decision-makers, influencers, and key stakeholders across the C-suite and operational functions to enable multi-threaded engagement.
• Lead the transition of single service line clients (audit-only, tax-only, or consulting-only) into multi-service partnerships by connecting client business challenges to RSM's integrated capabilities in assurance, tax, and consulting.
• Drive year-over-year organic revenue growth within assigned accounts through renewals, upsells, cross-sells, and the pursuit of new service opportunities. Target 1015% annual account growth, with particular emphasis on cross-functional service expansion.
• Identify and qualify high-value expansion opportunities, including gaps in service utilization, unmet business needs, and industry-specific challenges that align with RSM's portfolio (e.g., integration of tax planning with transaction advisory, risk consulting with compliance audits).
• Develop and present multi-service value propositions to C-suite executives, leveraging industry benchmarking, peer case studies, and quantifiable ROI scenarios to justify investments in expanded services.
• Forecast and manage the expansion revenue pipeline, including opportunity sizing, probability weighting, and close forecasting for expanded service engagements; deliver quarterly pipeline reviews.
• Serve as the primary point of contact and strategic business partner for assigned key accounts, building trust-based relationships grounded in deep industry knowledge, insight into the client's business model, and demonstrated commitment to their success.
• Conduct quarterly business reviews (QBRs) and executive business reviews (EBRs) with client leadership, presenting account performance summaries, service delivery outcomes, industry trends impacting the client, and recommendations for enhanced value and expanded engagement.
• Maintain consistent contact cadence through strategic calls, emails, and in-person visits focused on understanding evolving client needs, monitoring account health, and proactively identifying emerging challenges or expansion triggers
• Build and nurture multi-threaded relationships across multiple business units, departments, and geographies within client organizations to reduce single-point-of-contact risk and increase wallet share.
• Secure client advocacy through executive testimonials, case study development, and referral generation; cultivate referenceable relationships for thought leadership and new business development.
• Lead the identification and launch of cross-service initiatives that position RSM as the integrated advisor of choice, combining expertise from audit/assurance, tax strategy, and consulting/advisory to address client's highest-priority business challenges.
• Collaborate with practice leaders, subject matter experts, and delivery teams to design and scope integrated solutions that leverage RSM's full breadth of capabilities and industry depth.
• Manage the internal sales process, including coordinating proposal development, managing competitive assessments, and orchestrating multi-practice involvement in client meetings to present unified solutions and demonstrate firm capabilities.
• Track and report on product/service line penetration within each account, establishing goals for adoption of new services and monitoring progress toward multi-service partnership status.
• Develop and monitor relationship depth, contract renewal status, competitive threats, usage trends, and client satisfaction indicators.
• Proactively identify at-risk accounts and design interventions (increased executive engagement, service recovery initiatives, enhanced value delivery) to prevent churn and stabilize relationships.
• Work closely with delivery teams, audit partners, and consulting leads to ensure service delivery excellence, client satisfaction, and measurable outcomes against agreed success criteria.
• Manage contract renewals and renegotiations, ensuring on-time renewal execution and leveraging renewal conversations as opportunities to expand scope and service offerings.
• Develop deep Consumer Goods / CPG industry expertise for assigned accounts, staying abreast of sector trends, consumer behavior shifts, retail and e-commerce dynamics, supply chain challenges, regulatory changes, sustainability priorities, and peer benchmarks relevant to each client's category.
• Bring curated Consumer Goods insights, thought leadership, benchmarking data, category trends, and best practice recommendations to client conversations, positioning RSM as a strategic thought partner and trusted advisor to CPG and related industry clients.
• Identify and communicate Consumer Goods market disruptors, competitive threats, channel shifts, margin pressures, inventory and demand planning challenges, and emerging business issues that create opportunities for expanded RSM engagement.

Required Qualifications:

• Excellent communication, presentation, and negotiation skills; ability to craft compelling value narratives for C-suite audiences and close complex, multi-service deals.
• Proven ability to build C-level relationships, navigate complex organizational structures, and influence senior decision-makers in financial, operational, or strategic functions.
• Direct experience in cross-selling or multi-service expansion within a professional services or consulting environment, with evidence of sustained success growing account wallet share.
• Advanced proficiency with M365, CRM analytics, and business intelligence tools; ability to extract insights from account data and use metrics to drive decision-making.
• Excellence in cross-functional coordination and internal stakeholder management; demonstrated ability to align and mobilize internal teams (partners, practice leads, consultants, delivery professionals) around client success and revenue objectives.
• Mastery of strategic account planning, multi-threaded relationship management, and account health assessment frameworks.
• Strong consultative selling and relationship-building expertise; ability to diagnose client business challenges, design tailored solutions, and articulate ROI and value propositions
• 7+ years of account management, strategic account leadership, or sales experience within professional services, management consulting, accounting, or mid-market B2B services, preferably serving Industrials clients.
• Deep working knowledge of professional services delivery (audit, assurance, tax, consulting, advisory, or similar) and the Industrials sector, with the ability to speak credibly about service capabilities, methodologies, operational priorities, and client outcomes.
• Bachelor's or Graduate degree (preferred) in related field of study, or equivalent work experience. CPA, CFA, or relevant industry credential a plus.