Associate Director Key Accounts Americas

Role Profile

Reporting to the Regional Director – Americas, the Associate Director, Key Accounts is responsible for driving profitable growth across the region through a balance of strategic account management and customer development. This role focuses on building long-term customer partnerships, accelerating business growth and delivering value-added dairy ingredient solutions aligned with customer needs and Tirlán's strategic priorities.

Strategic Account Management

• Develop and execute tailored multi-year account strategies that drive profitable, value-added growth.
• Build and maintain executive-level relationships within customer organizations and across Tirlán to ensure strategic alignment and foster collaboration.
• Drive consultative selling strategies that position Tirlán as a trusted partner and differentiated dairy ingredients supplier.
• Identify opportunities to expand product portfolios and deepen customer engagement.

Sales & Growth Leadership

• Lead sales forecasting, budgeting and performance tracking activities.
• Deliver annual revenue, sales and profitability targets.
• Develop and manage a robust pipeline of new business opportunities across the Americas region.
• Identify and convert new growth opportunities within existing and prospective customer accounts.

Customer Leadership

• Champion a customer-centric culture that enhances customer experience, satisfaction and loyalty.
• Develop a deep understanding of customer strategies, challenges and growth opportunities through frequent engagement and market research.
• Lead negotiations of complex commercial agreements, long-term contracts and pricing arrangements.

Market & Industry Insight

• Monitor dairy industry trends, market dynamics, pricing developments and competitive activity.
• Provide market and customer insights that support innovation, product development and business strategy.
• Translate customer and market intelligence into tangible business opportunities for both Tirlán and strategic accounts.

Cross-Functional Collaboration

• Partner closely with the Growth Ingredients Category team to execute Tirlán's growth strategy.
• Collaborate with Supply Chain, Finance, R&D, Quality and Marketing teams to deliver high-value customer solutions.
• Support operational excellence through strong alignment on order fulfilment, customer service delivery and key business performance metrics.

Key Requirements

• Bachelor’s degree in Business, Food Science or a related discipline.
• Significant experience in B2B sales within the dairy, food ingredients or related industry.
• Experience selling dairy ingredients, proteins, cheese, milk powders, nutritional ingredients or related food ingredients is strongly preferred.
• Demonstrated success managing large strategic accounts and developing new business opportunities.
• Proven track record of achieving and exceeding revenue, sales and profitability targets.
• Demonstrated success in developing and converting a robust pipeline of new business opportunities.
• Strong commercial, negotiation and relationship management skills.
• Experience working effectively within a matrix organization and managing complex internal and external stakeholder relationships.
• Ability to influence decision-makers at both operational and executive levels.

Core Competencies

• Strategic thinker with strong commercial acumen.
• Customer-focused and growth-oriented mindset.
• Collaborative leader with the ability to work across functions and geographies.
• Excellent communication, influencing and relationship-building skills.
• Strong analytical capability and financial literacy.
• Hightly effective presenter with experience engaging senior leadership teams and customer executives.
• Self-motivated, resilient and results-driven.

About Us

Through our expertise in research and development, customer insights, food safety and world-class manufacturing, we bring innovative food and nutrition solutions to customers around the globe. At Tirlán, we are committed to building long-term partnerships, creating sustainable growth and delivering excellence throughout our value chain.

Commitment to Diversity & Inclusion

Tirlán is an Equal Opportunity Employer. We are committed to creating an inclusive workplace where all employees can thrive and contribute to our success. We welcome qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other protected characteristic under applicable federal, state or local law.

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