Director, Account Management

We need to output HTML fragment with sections: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. We must not repeat job title as heading. No Job ID. Remove boilerplate like EEO etc. Also remove application instructions. Must preserve all substantive info. We need to parse the posting. Let's extract sections: - About the role: The first paragraph describing role: "The Director of Account Management / Customer Success serves as a strategic leader bridging day-to-day operational execution and strategic vision within the post-sale organization. Reporting to the COO, this role is responsible for driving retention, expansion, and customer success outcomes across the existing client base. Sitting at the center of the post-sale revenue engine, the Director manages a team of Account Managers, owns quarterly Net Revenue Retention (NRR) and Gross Renewal targets, and operationalizes scalable commercial motions. This position requires someone who can balance high-level strategic analysis and cross-functional alignment with hands-on team coaching, ensuring proactive risk management, process improvement, and long-term client growth." That's about the role. - Who we are: description of ArrowStream. Could be "About the company" but not in list. Could be part of About the role? Probably separate section "About the company" but not in allowed headings. The allowed headings are limited to those list. We could put company description under "About the role" maybe? But better to include as part of "About the role" or maybe "Responsibilities"? The instruction: Use headings for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we should only use those headings. So we need to map content to those. Thus: About the role: includes role description and maybe who we are? Could include company description as part of About the role. Responsibilities: list of duties: "Your impact:" bullet points: Revenue Ownership & Portfolio Performance, Leadership & Team Development, Client Relationship Management & Strategic Account Planning, Process Optimization & Operational Excellence, Cross-Functional Collaboration, Metrics / Areas of Focus (maybe as responsibilities). Also "Your impact:" includes subpoints. We need to extract each bullet as list items. Responsibilities likely include: - Own and deliver expansion and renewal revenue targets across the managed portfolio. - Drive strong Net Revenue Retention (NRR) and Gross Renewal Rates (GRR) through disciplined forecasting, deal inspection, and pipeline reviews. - Lead strategy and direct executive involvement on high-value, complex, or at-risk accounts. - Oversee commercial responses to complex events (M&A, org changes, budget shifts) and partner with leadership on pricing strategy, packaging, and expansion plays. - Lead, mentor, and develop a high-performing team, fostering a culture of accountability, collaboration, and continuous professional growth. - Establish clear performance expectations, inspection rhythms, and regular performance evaluations. - Provide targeted coaching on renewal strategy, negotiation, multi-threading, expansion identification, stakeholder mapping, and churn mitigation. - Facilitate ongoing training programs around account maintenance, upselling, cross-selling, and competitive positioning. - Oversee the management of key client relationships, ensuring the team deeply understands client business goals, usage patterns, and growth opportunities. - Serve as an executive sponsor for critical accounts and act as a senior escalation point for complex client issues or at-risk renewals. - Guide the team in developing and executing data-driven strategic account plans. - Partner with cross-functional teams and platform brands to uncover and drive additional revenue through direct manufacturer programs and platform optimizations. - Represent the company at client meetings and industry events to strengthen relationships and gather market intelligence. - Implement an ABM system that proactively monitors customers’ industry segment and business signals along with their ArrowStream and BEP communications to track, analyze and report on the state and value of the customer’s relationship with ArrowStream and BEP. - Standardize and scale repeatable processes for account planning, renewal timelines, expansion plays, and escalation pathways. - Build and operationalize churn-risk detection frameworks to identify early health indicators and resolve account friction. - Partner with Finance, Legal, and Sales Ops to ensure contract, pricing, and billing alignment and accuracy. - Maintain rigorous CRM hygiene (Salesforce), forecast accuracy, and consistent use of sales execution tools across the team. - Act as a primary liaison between Account Management and BEP internal brands, ensuring alignment of goals, processes, and customer expansion opportunities. - Partner closely with Sales, Customer Success, Operations and Product to define clear ownership, smooth handoffs, and a unified customer experience. - Share customer insights, market trends, and competitive intelligence with internal stakeholders to influence product roadmaps, service delivery, and GTM strategies. Metrics / Areas of Focus could be responsibilities as well but could be separate section "Metrics / Areas of Focus" but not in allowed headings. Could be part of Responsibilities. Requirements: maybe "About you:" bullet points: 8+ years experience, 4+ years people management, proven success owning multi-million-dollar renewal and expansion revenue targets, strong ability to assess customer health, experience navigating complex commercial events, proficient in Salesforce. Qualifications: maybe same as requirements? The list includes "About you:" which is qualifications. Could treat as Requirements and Qualifications both? But we need to avoid duplication. Could put under Requirements the experience bullets, and under Qualifications maybe the "Not sure you meet every qualification?" but that's fluff. Better to combine. Skills: maybe list of skills: strategic analysis, cross-functional alignment, team coaching, risk management, process improvement, negotiation, etc. But we could extract from responsibilities. Benefits: "What's in this for you:" includes benefits: Great benefits from day one. We offer medical, dental, vision, FSA, company-paid life insurance, and more—plus a 401(k) with company match. Grow with us. Enjoy strong training, development, and competitive pay. Work-life balance. Our flexible PTO policy lets you take time when you need it—no accrual required. We welcome all. We are committed to creating a diverse environment and are proud to be an equal opportunity employer. (EEO boilerplate to remove). So we need to keep benefits: medical, dental, vision, FSA, company-paid life insurance, 401(k) with company match, strong training, development, competitive pay, flexible PTO policy (no accrual). Also "Grow with us." maybe training. Pay: Not explicitly stated. There's "competitive pay" but not specific numbers. The instruction: never create Pay/Schedule/Benefits sections unless the posting actually states them. It says "competitive pay" but not specific. Is that enough? It says "competitive pay" is a statement but not a specific number. The rule: never emit a heading followed by filler/placeholder text (e.g. "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. "competitive pay" is vague but still a statement. Might be considered placeholder? Not sure. Safer to omit Pay section because no specific figure. Schedule: Not mentioned. So omit Schedule. Thus sections: About the role, Responsibilities, Requirements, Qualifications?, Skills?, Benefits. We need to avoid thin sections. Could combine Requirements and Qualifications into one? But we have both headings allowed. Could put experience under Requirements, and skills under Qualifications? Or maybe put "About you:" under Requirements, and "Proven success..." under Qualifications. But we need to ensure each heading has substantive content. Let's define: - About the role: role description + who we are (company description). - Responsibilities: list of duties (your impact bullet points). - Requirements: "About you:" bullet points (experience, people management, proven success, ability to assess health, navigating complex events, proficient in Salesforce). - Qualifications: maybe "Not sure you meet every qualification?" but that's fluff. Could instead list specific skills like "Strategic analysis, cross-functional alignment, team coaching, risk management, process improvement, negotiation, etc." But we need to extract from posting. Could list: "Strategic analysis, cross-functional alignment, hands-on team coaching, proactive risk management, process improvement, long-term client growth, revenue ownership, expansion identification, stakeholder mapping, churn mitigation, account maintenance, upselling, cross-selling, competitive positioning, ABM system implementation, churn-risk detection frameworks, CRM hygiene, forecast accuracy, cross-functional collaboration." That's a lot but could be under Skills. Better: Use Skills heading for those skill bullets. Requirements for experience/qualifications. Qualifications maybe not needed. But we have to use headings from list; we can omit Qualifications if no substantive content. Similarly Skills we can include if we have content. Let's extract skills from responsibilities and about you: - Strategic analysis - Cross-functional alignment - Hands-on team coaching - Proactive risk management - Process improvement - Long-term client growth - Revenue ownership & expansion identification - Stakeholder mapping - Churn mitigation - Account maintenance, upselling, cross-selling - Competitive positioning - ABM system implementation - Churn-risk detection frameworks - CRM (Salesforce) hygiene - Forecast accuracy - Cross-functional collaboration - Negotiation - Multi-threading - Executive sponsorship - Data-driven strategic account planning - Pricing strategy, packaging, expansion plays - Contract, pricing, billing alignment - Executive communication That's many. Could be a list. But we need to avoid too thin sections; but Skills with many items is fine. Now Benefits: list benefits. Now we need to output HTML fragment with

headings and

• for lists,

  for prose. We must not include markdown fences. Let's craft. First, About the role: combine role description and who we are. Paragraph: "The Director of Account Management / Customer Success serves as a strategic leader bridging day-to-day operational execution and strategic vision within the post-sale organization. Reporting to the COO, this role is responsible for driving retention, expansion, and customer success outcomes across the existing client base. Sitting at the center of the post-sale revenue engine, the Director manages a team of Account Managers, owns quarterly Net Revenue Retention (NRR) and Gross Renewal targets, and operationalizes scalable commercial motions. This position requires someone who can balance high-level strategic analysis and cross-functional alignment with hands-on team coaching, ensuring proactive risk management, process improvement, and long-term client growth." Then who we are: "ArrowStream is reshaping the landscape of supply chain optimization for foodservice businesses. The premier foodservice cloud platform for supply chain intelligence, we've connected over 105,000 restaurant locations to over 1,300 distribution locations, 11,000 manufacturers, and over 275 leading brands. As a Buyers Edge Platform SaaS Solution, ArrowStream customers feel empowered to make informed decisions with our secure cloud-based data management solutions including ArrowStream Central (operators), Crossbow (distributors), and ChainConnect (manufacturers). Not only are we strengthening buying decisions with our industry technology, but we're enforcing pricing accuracy, protecting supply, ensuring quality, and enhancing foodservice partnerships." We can put that as a second paragraph under About the role. Now Responsibilities: list items as above. We need to ensure we don't include boilerplate like "We are unable to offer work sponsorship for this role." That's not a responsibility; it's a note about sponsorship. Should we include? It's substantive info about the role (no sponsorship). Could be included under About the role maybe as a note. But it's not a responsibility. Could be included as a short paragraph under About the role. However it's not a list. We'll include as a sentence under About the role maybe. But the instruction: Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The sponsorship line is not boilerplate; it's a specific constraint. Might be relevant. We'll keep it. Now Requirements: