foodsmart - VP, Account Management

• People Leadership & Coaching (50%) • Direct Management: Lead and mentor a team of 5-6 Account Executives, conducting weekly 1:1s focused on account health, professional development, and sales velocity. • The "Player-Coach" Model: Directly manage 1–2 key accounts to stay grounded in the client experience and lead by example in the Account Executive hybrid workflow. • Deal Strategy: Act as a "Deal Desk" for the team—reviewing renewal strategies, identifying expansions and helping Account Executives navigate complex contract negotiations. • Performance Management: Define and track KPIs that balance the 50/50 split of Customer Success (retention/NPS) and Account Management (expansion/upsell). • Operational Excellence (30%) • Ops Management: Oversee the Operations Lead to transform the Account Executive tech stack, operating rhythm, and reporting from reactive to proactive. • Process Architecture: Standardize the "Account Executive Playbook," including onboarding, quarterly business reviews (QBRs), and renewal cycles to ensure a consistent "gold standard" across all 20 major clients. • Forecasting: Own the accuracy of the Account Executive revenue pipeline and provide "no-surprise" visibility into pacing to goal. Responsible for SFDC hygiene, maintenance, and compliance. • Strategic Escalation & Retention (20%) • First-Line Defense: Serve as the primary escalation point for client friction, resolving issues before they require Executive intervention. • Voice of the Customer: Synthesize feedback from the Account Executive team to provide the company with actionable insights on product gaps and market trends. • Community and Advocacy: Architect an approach to turn our largest stakeholders into vocal brand advocates and facilitate peer-to-peer networking. Develop a forum to gather feedback for product, marketing, and revenue driving priorities. • A seasoned leader of leaders who excels at coaching tenured, high-IQ professionals and driving performance within a senior-level team. • A strategic "player-coach" who maintains a sharp pulse on the market by directly managing 1-2 key accounts and leading by example in complex client workflows. • An authoritative executive presence capable of serving as a peer and trusted advisor to C-suite stakeholders within your largest global accounts. • Operationally disciplined with a commitment to rigorous forecasting, CRM integrity, and the elimination of volatility within the revenue pipeline. • A sophisticated problem-solver who de-escalates high-stakes client friction with composure and a focus on long-term partnership health. • A growth architect dedicated to standardizing operational excellence and transforming reactive processes into a proactive, "gold-standard" playbook. • An insightful advocate for the customer, skilled at synthesizing complex market feedback into actionable intelligence for product and marketing leadership.