Title:  Director of Key Accounts, Health & Nutrition

A Place Where People Matter. 

Start your career journey with Univar Solutions!  Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you. 

The Key Accounts Sales Director collaborates with the Sr Director of Sales – Health and Nutrition Americas to improve profitable business growth. These represent Health and Nutrition’s largest strategic customers with multiple locations, centralized purchasing and large current & potential revenues. The Director also manages key strategic and tactical processes to ensure that Univar delivers on commitments to customers (internal & external) and suppliers.

WHAT YOU'LL DO:

• Oversee ~$150M+ of sales revenue with 6-9 direct reports responsible for 2-8 accounts each.
• Key Account organization not to exceed 70 Key Accounts.
• Create and deliver value to our largest customers.  Achieve in-year financial goals, including sustainable, profitable growth, margin expansion, improved win rates, decrease churn and market share gains through a culture of accountability, performance, and dedication to a pipeline driven sales growth process. Set and achieve revenue and profit goals in collaboration with Key Account Managers.
• Engage at the senior leadership and C Suite levels within Univar Solutions’ largest corporate customers to foster partnerships with reciprocal benefits and growth opportunities.
• Drives Strategic Account Planning process with individual Key Account Managers (KAMs); building customer Strategic Account Plans (SAP), growth strategies and value documentation tailored for Corporate Accounts.  Continue to refine and improve process and adoption of overall SAP template to reflect Univar growth objectives and external market drivers/pressures.
• Drive continuous improvement ideas within the team; manage and track performance through data and metrics
• Partner with Chemical Distribution, and Ingredients and Specialty executive teams to help and ensure alignment and execution of growth plans.
• Actively develop, manage, and implement customer Key Account strategy for Key Account program future state, customer development, customer exit, go to market planning, resource maximization/alignment, etc. Provides leadership and support to KAMs through coaching, joint customer visits, proposal preparation, pre-call planning, post-call debriefing, customer negotiations, problem resolution and other customer activities.
• Build and maintain a high performing, engaged team. Hire and develop talent, mentor objectively for performance and skill development, and provide candid feedback.  Ensure the right people are in the right roles for business success through continuous talent management focus.
• Set and achieve revenue and profit goals in collaboration with KAMs.
• Assists in resolution of internal issues and removal of barriers to support growth objectives.
• Analyzes daily and monthly performance metrics relative to business results.
• Actively participates in key projects; either explicit to Corporate Accounts or cross-functionally.

WHAT YOU'LL NEED:

• At least a bachelor’s degree in business, science, or a technical field. MBA preferred.
• Minimum of 10 years of relevant industry experience in (sales, marketing, product management), people leadership, and running a business is needed. This includes proven sales leadership – getting results through clear articulation of goals, execution on key behaviors in the sales process, and accountability.
• Deep knowledge and understanding of the chemical distribution business model
• Demonstrated people/team leadership experience with proven ability to motivate, engage, and develop a high performing team. Ability to coach and provide constructive feedback to overcome performance gaps.
• Exhibit critical thinking & decision understanding; strong discernment & analytical skills for P&L, cash flow, and performance. This includes an ability to think in terms of the Univar Solutions enterprise and drive actions which are beneficial to the business as a whole.
• Negotiation skills: Must possess ability to establish strong working relationships and persuade/influence others; ability to negotiate and defend pricing, contracts, and agreements with suppliers and customers in a mutually beneficial manner while maintaining professionalism and achieving goals.
• Ability to work across functions and boundaries to influence and find mutually beneficial outcomes for the business; Strong communicator with ability to maneuver through complex situations with tact; Anticipates sensitive issues and adjusts accordingly. Able to build trusted partnerships internally and externally.
• Projects a professional and positive image both inside and outside of the company. Able to interact effectively at the C Suite level to represent Univar Solutions to customers and Suppliers.

Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more.  Our team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet.

We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees’ physical, emotional, and financial wellbeing.

Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe! 

We are committed to a diverse workforce and a culture of inclusion.  Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry. 

Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification.

Univar Solutions does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms (collectively Recruiting Firms). Recruiting Firms must enter into a Master Services Agreement (MSA) with Univar Solutions prior to submitting any information relating to a potential candidate. All searches must be initiated by Univar Solutions' Talent Acquisition team and candidates must be submitted via Applicant Tracking System (ATS) by approved vendors who have been expressly requested to make a submission for a specific job opening. No placement fees will be paid to any firm unless the aforementioned conditions have been met. Contacting our hiring managers directly is prohibited.