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Regional Director, US Strategic Key Accounts

Department: Sales - US Strategic Key Accounts

Reports To: Vice President, US Strategic Key Accounts

Location: Remote (United States)

Position Summary

The Regional Director, US Strategic Key Accounts is responsible for developing executive-level relationships, driving enterprise growth, and leading the commercial strategy for a portfolio of the company's largest hospitality ownership groups, management companies, casinos, and strategic customers throughout the United States.

This role serves as the primary executive relationship owner for assigned accounts while partnering across Sales, Business Development, Solutions Engineering, Operations, Customer Success, Marketing, Product Management, and Business Excellence to deliver measurable business outcomes for both the customer and ASSA ABLOY Global Solutions.

Regional Directors are expected to operate as trusted business advisors by developing long-term account strategies, identifying enterprise growth opportunities, expanding adoption of the company's complete hospitality technology portfolio, and maintaining disciplined execution through the US Strategic Key Accounts Operating System (SKAOS) and Strategic Key Account Management System (SKAMS).

Primary Responsibilities

Strategic Account Leadership

• Own an assigned portfolio of approximately 20-25 strategic accounts.
• Develop multi-year account strategies aligned with customer business objectives.
• Build executive relationships across ownership groups, management companies, brands, and operators.
• Serve as the executive commercial leader for assigned customers.
• Identify risks, expansion opportunities, and competitive threats across the portfolio.
• Lead executive business planning with customers.

Revenue Growth

• Achieve annual revenue and profitability objectives.
• Expand enterprise share-of-wallet.
• Drive specification and adoption of the complete ASSA ABLOY Global Solutions portfolio.
• Identify whitespace opportunities across existing customer portfolios.
• Collaborate with Business Development and Solution Specialists to accelerate enterprise opportunities.
• Support strategic contract negotiations and enterprise agreements.
  

Executive Customer Engagement

• Conduct executive customer visits.
• Lead Quarterly Business Reviews.
• Facilitate executive planning meetings.
• Develop customer success strategies.
• Serve as executive escalation point when necessary.
• Maintain high executive visibility throughout assigned portfolios.

Portfolio Management

• Maintain comprehensive account plans.
• Manage strategic opportunity pipeline.
• Maintain accurate forecasting.
• Ensure CRM data quality.
• Monitor customer health indicators.
• Maintain account hierarchies and organizational intelligence.

Cross-Functional Leadership

Partner closely with:

• Business Development
• Business Excellence
• Solutions Engineering
• Customer Success
• Project Management
• Product Management
• Marketing
• Operations
• Manufacturing
• Executive Leadership

to deliver enterprise customer success.

Operational Excellence

Execute within the standards established by the SKAOS and SKAMS by:

• Maintaining CRM accuracy.
• Completing strategic account plans.
• Participating in Quarterly Business Reviews.
• Supporting portfolio governance.
• Maintaining forecast accuracy.
• Executing established business rhythms and operating cadence.

Performance Measures (KPIs)

Success in this role will be measured through a balanced scorecard including:

Financial

• Revenue Growth
• Gross Margin
• Enterprise Opportunity Growth
• Additional Solutions Revenue
• Share of Wallet Expansion

Customer

• Executive Relationship Development
• Customer Retention
• Strategic Account Penetration
• QBR Completion
• Customer Satisfaction

Operational

• CRM Accuracy
• Forecast Accuracy
• Account Plan Completion
• Pipeline Health
• Strategic Initiative Execution

Leadership

• Cross-functional Collaboration
• Internal Communication
• Commercial Leadership
• Organizational Influence
• Continuous Improvement
  

Qualifications

Required

• Bachelor's degree or equivalent business experience.
• 7+ years of B2B sales or strategic account management experience.
• Experience managing enterprise or national accounts.
• Executive presentation and communication skills.
• Strong commercial negotiation experience.
• CRM proficiency (Dynamics 365 preferred).
• Ability to travel approximately 40-60%.

Preferred

• Hospitality technology experience.
• Hotel ownership or management company experience.
• Enterprise account planning experience.
• Experience leading executive business reviews.
• Knowledge of hospitality technology ecosystems.
• Experience selling integrated technology solutions.

Core Competencies

• Executive Presence
• Strategic Thinking
• Commercial Acumen
• Relationship Development
• Negotiation
• Business Planning
• Financial Acumen
• Cross-Functional Leadership
• Communication
• Accountability
• Problem Solving
• Customer Focus
• Organizational Influence
  

What Success Looks Like

Within the first 12 months, the Regional Director will:

• Establish trusted executive relationships across assigned accounts.
• Develop comprehensive strategic account plans for each portfolio.
• Execute consistent executive engagement and QBR cadence.
• Deliver measurable revenue growth.
• Increase penetration of additional solutions across existing customers.
• Maintain excellent CRM and forecasting discipline.
• Demonstrate strong collaboration across Strategic Key Accounts, Business Development, and Business Excellence.
• Consistently execute the standards established by the US Strategic Key Accounts Operating System (SKAOS) and Strategic Key Account Management System (SKAMS).

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