Director of Key Accounts

About Key Technology:

Key Technology in Walla Walla, WA is a worldwide leader in food processing technology. As a global industrial manufacturing company, our ongoing innovations provide increased control, continuous processing, sorting, automated inspection, specialized conveying, and grading and sizing, in processed fruits and vegetables, nuts, dried fruit, fresh-cut produce and more.

The Senior Director, Key Accounts is a global position responsible for developing, managing, and expanding relationships with the company's most strategic global end-user customers. This senior leadership role drives revenue growth, profitability, customer retention, and market expansion through strategic account management, executive engagement, and cross-functional collaboration.

The successful candidate will serve as the primary commercial leader for designated global accounts and work closely with operations, engineering, supply chain, service, and product management teams to deliver exceptional customer value while supporting the company's long-term growth objectives.

Essential Responsibilities:

• Develop and execute global account strategies that drive revenue growth, margin expansion, and market share gains.
• Serve as the Executive sponsor and lead a global team in the following critical work:
• Establish and maintain executive-level relationships with key customer stakeholders worldwide.
• Lead commercial negotiations including pricing, contracts, supply agreements, service programs, and long-term strategic partnerships.
• Identify opportunities to increase equipment, aftermarket parts, service, retrofit, and lifecycle support sales.
• Collaborate with operations, engineering, quality, supply chain, and project management teams to ensure successful execution of customer commitments.
• Serve as executive sponsor and escalation point for critical customer issues.
• Conduct business reviews, strategic planning sessions, and growth initiatives with customers and internal stakeholders.
• Monitor account performance, market activity, competitive trends, and profitability metrics.
• Support product development efforts by incorporating customer requirements and market intelligence into strategic planning.
• Develop and maintain accurate sales forecasts, pipeline management, and account plans.
• Lead cross-functional teams in support of global customer initiatives and business objectives.

Qualifications

Required Qualifications:

• Bachelor's degree in Business, Engineering, Marketing, Supply Chain, or a related field. MBA or advanced business degree preferred.
• Minimum 12 years of progressive experience in industrial manufacturing, capital equipment, automation, engineered products, or related industries.
• Minimum 7 years of experience managing strategic or global key accounts with significant revenue responsibility.
• Demonstrated success negotiating complex commercial agreements and long-term customer partnerships.
• Strong understanding of industrial manufacturing operations, supply chains, aftermarket services, and commercial business models.
• Experience leading cross-functional teams across multiple functions and regions.
• Excellent organizational, communication, presentation, and negotiation skills.
• Proficiency with CRM systems, sales forecasting, and financial analysis tools.

Why work at Key?

Key Technology offers a competitive benefits package for all full-time employees, including the following:

• Medical coverage through your choice of a high deductible health plan or a PPO plan. All plans include prescription drug coverage
• Flexible spending accounts, when allowed by tax laws
• Health Savings Accounts (HSA), when allowed by tax laws. Our HSA includes a 2x match, up to $1,000 annually
• Dental and Vision Coverage
• Paid life insurance and disability insurance, and options to purchase additional coverage
• Paid Maternity Leave
• Optional coverages include Long-term Care, Accident Insurance, and Critical Illness Insurance
• 401k plan with a 100% match on the first 3% of employee contributions, and 50% on the next 2% of contributions (4% match if you contribute 5% of pay)
• Educational Assistance reimbursement
• Accrued paid time off (PTO)
• 10 paid holidays annually

Employment with Key Technology is contingent upon successfully completing a pre-employment drug screen, criminal history, social security, and reference check. Key Technology is an equal employment opportunity (EEO) employer. In addition to federal law requirements, Key Technology complies with applicable state and local laws governing nondiscrimination in employment in every location in which the Company has facilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should contact the Human Resources Department to request accommodation. Key Technology participates in E-Verify.