National Key Account Director - Raker-Roberta's Young Plants

This is a remote position.

Is This You?

Do you enjoy connecting with people? Are you energized by innovation? Does your idea of success look like being a subject matter expert, offering helpful solutions, and fostering client and revenue growth? Do you dislike sitting in an office all day and jump at opportunities to network and build relationships with prospective and current customers?  Do you have a passion for plants and enjoy being on the road?

The challenge of getting out into the field and generating new business accounts excites you.

Having the freedom to manage your client base, portfolio, and business and production plans is important to you, and you are always on the cutting edge when it comes to new products. You’re experienced in navigating the full sales process, from prospecting and identifying customer needs to providing product solutions, closing sales, and offering follow-up communication.

Customers enjoy working with you because you always have their best interest in mind and sell from a place of expertise, getting the right plants to the right people.

You realize clear and transparent collaboration with your teammates is essential to customer success as well as the professional enjoyment of all involved. 

Raker-Roberta’s Young Plants, one of the Horticultural Industries' iconic and well-respected growers, is hiring the newly created role of National Key Account Director. Raker-Roberta's Young Plants is the leading wholesaler of custom-grown plugs and liners in North America. Through both seed and vegetative propagation, Raker-Roberta's supplies over 3,000 plant varieties to greenhouses and nurseries around the planet. The company offers one of the deepest selections of plant varieties which bring “one-stop” solutions to a variety of grower needs.  The company continues to expand proactively with continuous R&D of new varieties, capital expansion, leadership stability, and a collegial culture.

The National Key Account Director will be responsible for developing and maintaining consultative-based relationships with broker and grower accounts focusing on delivering the highest possible service, sales, and profitability. To develop and sustain these key relationships, the Key Account Director visits their customers regularly, takes stock of client needs and possibilities, and partners with the customer to create the proper product offering and develop the appropriate marketing plan for their best success. In approaching clients, the emphasis is on building lasting consultative relationships, strategic focus/planning, and being a resource and partner to these valued accounts. The National Key Account Director must exhibit a consultative sales approach to earn the mutual respect and trust of their key account(s) acting as a resource and sounding board.

A familial and team-oriented culture extends throughout the entire organization. The National Key Account Director will work closely with and report to the Vice President to determine the best practices to service, support, and/or drive sales. The National Key Account Director will also work in extremely close partnership with Customer Service, Growing Team, Finance, Operations, and Product Managers.

POSITION TYPE:        Full-Time; Salaried; Exempt

REPORTS TO:             Vice President

TRAVEL:                      50%

• Key Account Management: Oversee the day-to-day management of Key Accounts, including brokers, growers, and retailers. Regularly assess account performance and identify opportunities for growth, ensuring that all needs are met efficiently and effectively. Proactively manage communication, address concerns, and collaborate with internal teams to provide seamless support.
  
• New Business Development: Actively seek out and identify new business opportunities. Build a strong pipeline of potential customers by leveraging networking, prospecting, and relationship-building techniques.
  
• Sales Strategy: Develop and execute a comprehensive sales action plan that includes clear, measurable objectives and well-defined strategies aimed at driving revenue growth and acquiring new accounts. Regularly evaluate the effectiveness of the sales strategy.
  
• Sales Targets & Objectives: Regularly track performance against key metrics, ensuring alignment with company goals and identifying areas where additional efforts or adjustments may be needed. Collaborate with leadership and cross-functional teams to refine strategies, adjust priorities, and allocate resources effectively to meet or exceed sales goals. Take a proactive approach to overcoming challenges, maintaining motivation, and driving consistent results across both short-term and long-term sales objectives.
  
• Resource Analysis & Optimization: Research to identify and evaluate the resources—whether financial, technological, personnel, or operational—necessary to drive sales growth and profitability.
  
• Client Needs & Strategic Insight: Understand and document client needs, maintaining in-depth knowledge of each key account's strategies and future plans (with a 1, 3, and 5-year perspective), identifying potential sales opportunities and the impact for the company.
  
• Product Knowledge & Expertise: Develop a thorough understanding of the entire product range and serve as a resource to clients, offering insights and matching products to their specific needs.
  
• Annual Business Plan: Collaborate with key accounts to develop comprehensive annual business plans, including account objectives, tailored strategies, and detailed account profiles.
  
• Market & Competitor Insights: Continuously monitor and track market trends, competitor activities, and industry shifts to identify opportunities and potential threats.  Analyze competitor strategies, product offerings, and market positioning to stay ahead of industry developments and ensure the company remains competitive and adaptable in an evolving market.
  
• Pricing Strategy & Collaboration: Create pricing strategies, programs, and quotes that align with market trends, customer needs, and the company's goals. Analyze competitor prices, customer demand, and costs to set competitive yet profitable prices. Collaborate with teams across the company, including marketing, finance, and operations, to ensure pricing is consistent and supports overall business objectives. Regularly review and adjust pricing based on market feedback and sales results to maximize revenue and profitability.
  
• Industry Engagement: Actively participate in trade shows, conferences, and product knowledge seminars to stay informed about the latest industry trends, innovations, and best practices.  Share key takeaways from these events with internal teams to ensure the organization stays ahead of industry developments.
  
• Leveraging Company Strengths for Long-Term Growth: Develop a comprehensive understanding of the company’s core strengths, including product offerings, market position, and operational capabilities.  Utilize this knowledge to create long-term strategic objectives that capitalize on the strengths, aligning them with emerging market trends and customer needs.
  

BEST Requirements:

• Industry Experience: A minimum of 5 years of experience in the ornamental horticulture industry, with a preferred background involving brokers, breeders, growers, and floriculture crops. Experience in growing and/or trailing is also advantageous.
  
• Market Knowledge: A thorough understanding of the operations of growers and brokers within the horticultural industry is essential for success.
  
• Educational Background: A bachelor’s degree in agronomy, horticulture, plant science, soil science, agriculture, business, or a related field, or equivalent experience.
  
• Product and Competitor Analysis: The ability to evaluate product strengths and weaknesses relative to competitors, assess program effectiveness, and proactively address and resolve customer issues to ensure satisfaction and success.
  
• Proven Sales Success: A strong, demonstrated track record of consistently exceeding sales targets and driving significant revenue growth, showcasing your ability to deliver results and contribute to the company’s long-term success.
  
• Industry Knowledge: A comprehensive understanding of the North American professional horticulture market, with the ability to identify and develop programs by analyzing global trends and markets to enhance the company’s performance.
  
• Communication & Relationship Building: Exceptional communication, organizational, and analytical skills, with the ability to build and sustain meaningful relationships with a diverse range of people and personalities.
  
• Independence and Teamwork: Ability to work independently and take initiative, while also thriving in a collaborative, team-focused environment.
  
• PC Proficiency: Strong computer skills, including proficiency in MS Office.
  
• Task Management: Proven ability to effectively prioritize tasks and manage them with attention to detail and a high level of accuracy.
  

Please apply for this position if you have the requisite consultative and strategic sales experience in the horticultural industry, and this role fits your career objectives.  Forward your resume to Paige Franks (pfrank@bhcagroup.com ) or Todd Downing (tdowning@bhcagroup.com).

All inquiries are confidentially protected and appreciated.