Key Account Director, Industry

Interface is a global flooring solutions company and sustainability leader, offering an integrated portfolio of carpet tile and resilient flooring products that includes Interface carpet tile and LVT, nora rubber flooring, and FLOR premium area rugs for commercial and residential spaces. Made with purpose and without compromise, Interface flooring brings more sophisticated design, more performance, more innovation, and more climate progress to interior spaces. A decades-long pioneer in sustainability, Interface remains "all in" on becoming a restorative business. Today, the company is focusing on carbon reductions, not offsets, as it works toward achieving its verified science-based targets by 2030 and its goal to become a carbon negative enterprise by 2040.

The Key Account Director, Industry (KAD) will lead the sales team in developing the key account opportunities in the Americas. The KAD will be a strategic partner to the Area Vice Presidents and Regional Sales Directors.The Key Account Director, Industry demonstrably contributes to the industry segment business objectives through key account business development responsibilities including: working with the Regional Sales Directors and local Account Executives in selecting, researching, and purposefully pursuing the largest revenue opportunities in the segment in their respective regions; communicating account expectations to all stakeholders and leading on the implementation of strategic account plans and monitoring performance.

Responsibilities

Strategic, non A/D, end-user focused, account development role

Enabling and working alongside the responsible account owner (the Account Executive), the KAD is responsible for long-term account development of key acccounts in:

• Pharmaceutical / Biotech and related industries
• Electronics Manufacturing and R&D / Government R&D, and related technology industries of Oil, Gas, Chemical and other related industries
• Science, Technology, Research and Laboratory spaces in the Higher Education market

  Identification, research and purposeful pursuit of accounts based upon account assignment and alignment with Regional Sales Directors, and Account Executives. Any/all accounts with said potential should be included. Company reserves the right to add more Account Executives or KADs to address, if necessary.

  KAD will build/maintain/curate/rank/value these accounts and be responsible for strategic movement, recording key business development activities in SalesForce.

Bias for Business Development

In partnership with the Regional Sales Directors, revitalize the Interface culture of "making the call"

Provide example to Account Executives of how to successfully create a personal/regional bias for business development.

Learning

Develop industry leading presentation skillset in order to speak proficiently to vertical segment stakeholders. Partner with the RSDs and deliver the value proposition AEs aspire to emulate.

Develop sufficient research skills necessary to know more about the customer than they know about themselves. Knowing our customer's purpose, sustainability position, financial status, ESG and procurement policies are key to success.

Responsible for delivery of end-user oriented CEUs in the above mentioned segments.

Professional Association & Contract Leader

Membership/participation/lead in all relevant regional associations in the aforementioned verticals, including but not limited to IFMA, CORENET, APPA, ASHE, APPA, ACUHO, NAEP, NAA, NIGP, NHA, SPLC etc.

The goal is not simply to be a member, but to get involved in committee assignments, leadership and to develop principal to principal relationships.

Segment expert and point person for regional contracts, national contracts and purchasing cooperatives.

Making Carbon Matter -

Segment expert/issue raiser/activist/community organizer - goal is for the KAD to be as fluent/connected/vocal/networked, in the designated end-user segments, as VP of Sustainability is nationally across all stakeholders.

Educational requirements:

Bachelor's degree required with MBA preferred

Skills and experience:

• Excellent communication skills, including strong listening, written, verbal and presentation skills required
• Strong organizational and negotiation skills
• Minimum of 7-10 years sales experience and proven track record of growing sales in B to B environment, particularly within the commercial flooring industry.
• Proven sales capability within the Industry segment as outlined above.
• Experience managing and building a team of successful sales professionals
• Proven leadership ability to attract, influence, develop and empower employees to achieve objectives with a team approach
• Strong track record of exceeding company sales quotas in a multi-stakeholder sales environment
• Proven expertise with teaching, coaching and training sales methodologies
• Willing to travel as needed throughout the Americas

Physical demands:

Some Lifting Required (up to 40 lbs.)

Frequent travel.

Work environment:

Primarily in the field meeting with key account principals in the Industry segment

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