Director of Accounts

Location: Outside role based in the Bentonville, Arkansas area with up to 75% travel, including quarterly trips to offices in Wisconsin. This is a safety-sensitive, salaried position eligible for a 25% annual incentive bonus based on cooperative and individual performance.

About the Role

At Organic Valley, we prioritize the health and welfare of people, animals, and the earth. As a mission-driven cooperative owned by family farmers, we are leaders in organic agriculture. The Director of Accounts architects enterprise-wide sales strategy, setting direction for organizational growth and transformation for Tier 1 customers. This role owns the most complex, high-value customer relationships, drives strategic partnership development, and leads cross-functional initiatives aligning marketing, supply chain, and finance to deliver on enterprise objectives.

Responsibilities

• Enterprise Sales Strategy and Customer Growth – 30% of time
  • Lead development and execution of enterprise-level sales strategies for Tier 1 customers, setting ambitious goals and delivering volume, profit, and share growth.
  • Cultivate and influence executive-level relationships with strategic partners, driving joint business planning and shaping long-term growth.
  • Develop strategic agreements and recommendations supporting company and customer objectives.
• Leadership, Team Development, and Cross-Functional Collaboration – 25% of time
  • Manage and align a team with strategic goals, mentoring others and driving performance across the department.
  • Lead initiatives with foresight and agility, fostering innovation and a culture of learning.
  • Align marketing, supply chain, and finance to deliver strategic objectives through cross-functional initiatives.
• Financial Stewardship and Business Performance – 20% of time
  • Own P&L for top-tier accounts, managing multimillion-dollar budgets, trade investments, and profitability.
  • Provide regular, detailed financial reporting and analysis to senior leadership.
  • Analyze complex market, financial, and consumer data to inform strategic decisions, identify opportunities, and mitigate risks.
• Innovation, Distribution, and Market Execution – 25% of time
  • Drive innovation launches, distribution expansion, and category leadership, ensuring execution excellence.
  • Communicate insights and recommendations to executive leadership.
  • Resolve high-impact account issues and negotiate strategic agreements supporting company and customer objectives.
• Support departmental and organizational initiatives as needed.
• Partner with internal stakeholders to advance commercial goals and cooperative priorities.
• Perform other duties as assigned by supervisor.

Requirements

• Enterprise-level sales strategy and account management expertise.
• Strong financial acumen, including P&L ownership, budgeting, trade investment management, and profitability analysis.
• Ability to build and influence executive-level customer relationships.
• Cross-functional leadership skills with the ability to align marketing, supply chain, finance, and other partners.
• Strong analytical skills with the ability to interpret market, financial, and consumer data.
• Innovation, category leadership, and business planning experience.
• Ability to lead teams, mentor others, and foster a culture of performance, agility, and learning.
• Strong communication skills, including presenting insights and recommendations to senior and executive leadership.
• Ability to resolve complex account issues and negotiate strategic agreements.

Pay

Base salary range: $129,896 - $194,854 per year. The final base salary will be determined based on factors such as geographical location, skills, education, and experience. Entry-level candidates should expect to be at the lower end of the range. The compensation package may also include incentive compensation opportunities in the form of discretionary bonuses.

Benefits

• Comprehensive Health Insurance: Choice of plans for you and your family, including HSA-compatible options (CROPP contributes to the HSA).
• Supplemental Insurances: Accidental insurance, critical illness insurance, and hospital indemnity insurance.
• Time Off: 136 hours in the first year (prorated by start date), plus 9 paid holidays and 1 floating holiday.
• Paid Parental Leave: 6 weeks for all gendered partners in childbirth or adoption.
• Vision & Dental Insurance: Free annual eye exam, discounts on glasses/contacts, flexible dental network, and adult orthodontics.
• 401k: 100% match up to the first 3% of employee contributions, plus 50% match for contributions between 3.1% and 5.0%.
• Free Services: Access to five local Neighborhood Family Clinics.
• Tuition Reimbursement: Up to $1,500 per year for continuing higher education.
• Life Insurance: $50,000 policy funded by CROPP, with supplemental voluntary coverage available.
• Disability & AD&D Insurance: Short-term and long-term disability coverage, plus $50,000 AD&D coverage funded by CROPP.
• Employee Assistance Program: Free and confidential support for employees, spouses, and dependents.
• Health & Wellness: Free biometric screenings (cholesterol, glucose, blood pressure) and health coaching.
• Financial Wellness: Access to financial advisors and seminars.
• Lifestyle Spending Account: Annual $360 to support personal well-being.