📌 Core Information
🔹 Job Title: Key Account Sales Director
🔹 Company: Sun Gro Horticulture
🔹 Location: United States (Remote)
🔹 Job Type: Full-Time
🔹 Category: Horticulture
🔹 Date Posted: April 10, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Yes
🚀 Job Overview
Key aspects of this role include:
- Managing key US clients to drive sales and ensure customer satisfaction
- Building and maintaining strong relationships with key accounts
- Collaborating with internal teams to deliver tailored solutions
- Optimizing sales processes and programs
- Leading and managing a team of 3-4 direct reports
ASSUMPTION: This role requires a high level of strategic thinking, excellent communication skills, and the ability to manage multiple projects simultaneously.
📋 Key Responsibilities
✅ Develop and maintain strong relationships with key US clients
✅ Acquire a thorough understanding of key customer needs and requirements
✅ Expand relationships with existing customers by proposing solutions that meet their objectives
✅ Ensure the correct products and services are delivered to customers in a timely manner
✅ Serve as the link of communication between key customers and internal teams
✅ Resolve any issues and problems faced by customers and deal with complaints to maintain trust
✅ Play an integral part in generating new sales that will turn into long-lasting relationships
✅ Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
✅ Manage direct reports to high performance through appropriate leadership, coaching, motivation, timely feedback, and performance assessment
✅ Responsible for delivering profitable total product group sales from the product portfolio according to approved sales budgets and marketing plans
✅ Optimize and work through necessary sales processes with finance and credit, logistics and supply chain, production and operations, customer care, quality and technical, and other non-sales departments
✅ Initiate, monitor, and recommend sales programs that are measurable for sales growth and program costs, as well as programs that optimize harvest, production, and shipping timelines and efficiencies
✅ Control personal expense budget and manage expense budgets of direct reports as assigned in accordance with company policy
✅ As scheduled, be available and well-prepared to participate in board meetings, operating committee meetings, SOP meetings, and other assigned meetings
✅ Focus to keep safety first and foremost in all activities
ASSUMPTION: This role requires a high level of multitasking, strong organizational skills, and the ability to work independently and remotely.
🎯 Required Qualifications
Education: Bachelor's degree required
Experience: 10+ years of Key Account Management or equivalent progressive sales leadership experience, including 5+ years in a sales leadership role
Required Skills:
- Proven experience in key account management or relevant experience
- Demonstrable ability to internally communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level
- Experience in delivering client-focused solutions based on customer needs
- Proven ability to manage multiple projects at a time while paying strict attention to detail
- Excellent listening and presentation skills
- Outstanding organizational ability
- Outstanding communication skills (written and oral)
- Strong sales and negotiation skills to secure large deals and foster long-term client relationships
- Excellent leadership abilities to guide and motivate their team towards achieving set targets and objectives
- Strong analytical skills for assessing the performance of key accounts and implementing necessary improvements
- Exceptional customer service skills to ensure client satisfaction, build customer loyalty, and retain key accounts
- Strategic thinking abilities to create effective plans for managing and growing key accounts
- Proficient in using CRM software for tracking client information and sales activity
- A deep understanding of the industry and market trends to align the company's product or service offerings with client needs
- Problem-solving and decision-making ability
- Support and enhance the team environment and development, even while working remotely and independently
- Perform with high level of business ethics, values, and principles
Preferred Skills:
- Experience in horticulture or equivalent experience gained through employment in a horticulture or similar related job
- Experience selling and/or managing relationships with national retailers
ASSUMPTION: Candidates should have a strong background in key account management, sales leadership, and customer relationship management. Experience in the horticulture industry is preferred but not required.
💰 Compensation & Benefits
Salary Range: $120,000 - $160,000 per year (Estimated based on industry standards for a Key Account Sales Director with 10+ years of experience)
Benefits:
- Health, dental, and vision insurance
- Retirement plan with company match
- Paid time off (vacation, sick, and holidays)
- Employee assistance program
- Tuition reimbursement
- Professional development opportunities
Working Hours: Full-time (40 hours per week) with the ability to work remotely and independently
ASSUMPTION: The salary range is estimated based on industry standards for a Key Account Sales Director with 10+ years of experience. The actual salary may vary depending on the candidate's qualifications and the company's internal compensation structure.
📌 Applicant Insights
🔍 Company Context
Industry: Horticulture - Sun Gro Horticulture is one of the most prominent North American horticultural companies, employing over 800 staff and serving customers worldwide. Since its humble beginnings in 1929, it has become the leading supplier of soilless growing mixes to North America’s top 100 greenhouse and nursery growers, shipping over 70,000 truckloads of product annually. Sun Gro products are made to exacting standards and conform to high product quality and performance criteria.
Company Size: Medium (501-1,000 employees) - Sun Gro Horticulture has a medium-sized workforce, which allows for a more personal and collaborative work environment while still offering the resources and opportunities of a larger organization.
Founded: 1929 - Sun Gro Horticulture was founded in 1929 and has since grown to become a leading supplier of soilless growing mixes to North America’s top 100 greenhouse and nursery growers.
Company Description:
- Sun Gro Horticulture’s mission is to be an industry leading Growing Media Company in soilless growing mixes, serving horticultural professionals, retailers, and gardeners with superior quality, branded growing mixes that yield exceptional results.
- The company offers industry-leading technical and sales support, with a dedicated sales team serving national and international customers and a dedicated Customer Care Center that operates in every major North American time zone.
- Sun Gro’s exemplary Research & Development and Technical Support teams are on call to help professional growers troubleshoot and make the most of Sun Gro products.
Company Specialties:
- Soilless growing mixes
- Horticultural-grade peat and bark-based growing mixes
- Custom growing mixes
- Technical and sales support
- Research & Development and Technical Support
Company Website: http://www.sungro.com/
ASSUMPTION: Sun Gro Horticulture is a well-established company with a strong reputation in the horticulture industry. It offers a comprehensive range of products and services, as well as excellent support and resources for its customers.
📊 Role Analysis
Career Level: Experienced - This role is suitable for experienced professionals with a proven track record in key account management and sales leadership.
Reporting Structure: The Key Account Sales Director will report directly to the Vice President of Sales and will be responsible for managing a team of 3-4 direct reports.
Work Arrangement: Remote - This role requires the ability to work remotely and independently, with the expectation of traveling 30%-50% of the time.
Growth Opportunities:
- Potential to advance to a senior sales leadership role within the company
- Opportunities to expand the key account portfolio and drive sales growth
- Possibility to gain experience in a variety of aspects of the business, including sales, marketing, and operations
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to advance within the company and expand their portfolio of key accounts.
🌍 Location & Work Environment
Office Type: Remote - This role does not require a physical office presence, as it can be performed remotely from anywhere in the United States.
Office Location(s): United States (Remote)
Geographic Context:
- The United States has a large and diverse horticulture industry, with a wide range of customers and market opportunities.
- The remote work arrangement allows for flexibility in location and the ability to work from anywhere in the United States.
- This role may require occasional travel to meet with key clients and attend industry events.
Work Schedule: Full-time (40 hours per week) with the ability to work remotely and independently
ASSUMPTION: The remote work arrangement offers flexibility and convenience for the right candidate, allowing them to work from anywhere in the United States and balance their personal and professional responsibilities.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the HR department
- In-depth phone or video interview with the hiring manager
- In-person or video interview with the Vice President of Sales
- Background check and reference check
- Job offer
Key Assessment Areas:
- Sales and negotiation skills
- Communication and presentation skills
- Strategic thinking and problem-solving abilities
- Leadership and team management skills
- Industry knowledge and market trends
Application Tips:
- Tailor your resume and cover letter to highlight your key account management and sales leadership experience
- Include specific examples of your accomplishments in key account management, sales growth, and customer retention
- Demonstrate your understanding of the horticulture industry and market trends
- Prepare for behavioral interview questions that focus on your sales and leadership skills
- Research the company and its products to show your enthusiasm and commitment to the role
ATS Keywords: Key Account Management, Sales Leadership, Customer Relationship Management, Strategic Planning, Negotiation Skills, Communication Skills, Team Management, Horticulture Industry, Market Trends
ASSUMPTION: The application process for this role is likely to be competitive, as it requires a high level of experience and expertise in key account management and sales leadership. Tailoring your application materials and preparing for the interview will be crucial for success.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, HubSpot, Zoho CRM)
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Video conferencing tools (e.g., Zoom, Microsoft Teams)
- Project management tools (e.g., Asana, Trello)
ASSUMPTION: This role requires proficiency in using CRM software for tracking client information and sales activity, as well as strong working knowledge of Microsoft Office Suite and other relevant tools and technologies.
👔 Cultural Fit Considerations
Company Values:
- Customer-focused
- Innovative
- Collaborative
- Sustainable
- Expert
Work Style:
- Results-driven
- Adaptable
- Team-oriented
- Independent
- Proactive
Self-Assessment Questions:
- How do you align with Sun Gro Horticulture's customer-focused value, and can you provide an example of a time when you went above and beyond to meet a customer's needs?
- How do you approach working independently and remotely, and what strategies do you use to stay organized and productive?
- Can you describe a situation where you had to adapt to a significant change in your work environment or priorities, and how did you handle it?
ASSUMPTION: Sun Gro Horticulture values candidates who are customer-focused, innovative, collaborative, sustainable, and expert. They look for employees who are results-driven, adaptable, team-oriented, independent, and proactive.
⚠️ Potential Challenges
- Managing a large portfolio of key accounts and maintaining strong relationships with each client
- Balancing the demands of multiple projects and priorities
- Working remotely and independently, with the expectation of traveling 30%-50% of the time
- Adapting to the unique needs and preferences of each key client
- Keeping up-to-date with industry trends and market changes
ASSUMPTION: This role presents several challenges, including managing a large portfolio of key accounts, balancing multiple projects and priorities, working remotely and independently, and adapting to the unique needs of each client. Candidates should be prepared to face these challenges and have strategies in place to overcome them.
📈 Similar Roles Comparison
- Key Account Sales Director vs. National Account Manager - Both roles involve managing key client relationships, but the Key Account Sales Director role focuses more on strategic planning and account growth, while the National Account Manager role may involve more day-to-day account management and tactical execution.
- Key Account Sales Director vs. Sales Manager - The Key Account Sales Director role requires a higher level of strategic thinking and account management skills, while the Sales Manager role may involve more team management and tactical sales execution. The Key Account Sales Director role also typically has a larger portfolio of key accounts to manage.
- Key Account Sales Director vs. Business Development Manager - Both roles involve driving sales growth and expanding the customer portfolio, but the Key Account Sales Director role focuses more on managing existing key accounts and driving sales growth within those accounts, while the Business Development Manager role may involve more new business development and market expansion.
ASSUMPTION: The Key Account Sales Director role is distinct from other sales roles in its focus on strategic account management, customer relationship building, and driving sales growth within a portfolio of key accounts.
📝 Sample Projects
- Developing and implementing a strategic account plan for a key client to drive sales growth and improve customer satisfaction
- Conducting a market analysis to identify new opportunities for expanding the key account portfolio
- Leading a cross-functional team to optimize sales processes and improve operational efficiency
- Managing a team of direct reports to achieve quarterly and annual sales targets
- Negotiating contracts with key clients to secure favorable terms and conditions
ASSUMPTION: These sample projects demonstrate the strategic and leadership aspects of the Key Account Sales Director role, as well as the requirement for strong communication, negotiation, and team management skills.
❓ Key Questions to Ask During Interview
- Can you describe the company's strategy for growing the key account portfolio in the next 1-3 years?
- How does the company support the professional development and growth of its sales team members?
- Can you provide an example of a time when the company successfully adapted to a significant market change or industry trend?
- How does the company measure and track the performance of its key accounts, and what metrics are most important for success?
- What is the company's approach to work-life balance, and how does it support employees working remotely and independently?
ASSUMPTION: Asking these questions will help you better understand the company's strategy, culture, and expectations for the Key Account Sales Director role.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your key account management and sales leadership experience, as well as your understanding of the horticulture industry and market trends
- Prepare for behavioral interview questions that focus on your sales and leadership skills, as well as your ability to work independently and remotely
- Research the company and its products to show your enthusiasm and commitment to the role
- Follow up with the hiring manager one week after submitting your application to express your continued interest in the position
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
