Guest Supply, LLC

  • Director, Key Accounts – Luxury Sales

    Job Locations US-IN-Plainfield
    Posted Date 3 months ago(3/8/2018 11:49 AM)
    Job ID
    # of Openings
  • Overview

    Gilchrist & Soames ( is a leading provider of luxury toiletry and textile collections for world-class hotels, exclusive resorts, and distinguished spas, inns, and bed and breakfasts.  Specializing in servicing the luxury market, Gilchrist & Soames’ products can be found in discerning properties throughout the world.  Gilchrist & Soames a division of Guest Supply is based in Plainfield, Indiana.


    Guest Supply, a wholly owned subsidiary of Sysco, is a leading global manufacturer and distributor to the Travel and Leisure industry, providing products to over 25,000 hotels in 88 countries. Rapidly approaching a billion dollars in annual revenue.


    If you are passionate about cultivating relationships, driving results, and have demonstrated experience with managing key accounts and leading a team, we’d love to hear from you.  At Gilchrist & Soames and Guest Supply, you can have a career that challenges your intellect, builds your business acumen and develops you personally and professionally. Be a part of an organization that serves the world’s most upscale and luxurious hotel properties.


    As the Director, Key Accounts you will be responsible for driving and maximizing sales revenue for existing accounts and contract renewals managed by the Key Account management team.  This Key Account sales team handles high revenue and large sized upscale and luxury accounts within the independent hospitality industry.  You will also provide day-to-day leadership and management support to the team. 


    • Maximize existing sales revenue from Independent Hotels and Regional Groups in the US, Canada and Caribbean.
    • Maintain, build, and expand the customer relationship and key points of contact at all levels within the customer’s organization.   
    • Drive new sales revenue within existing accounts through new product categories. 
    • Spearhead in the retention of large customers, including client presentations, RFPs and pricing negotiations. Assist in the development and maintenance of an aggressive retention strategy for each account.
    • Maintain a target list and pipeline of new revenue opportunities within existing customers.  
    • Coordinate, direct and develop key functional areas and team members to achieve key performance objectives, including revenue generation and margin enhancement, and meet or exceed customer expectations for all assigned accounts. Functional areas include but are not limited to: pricing strategy and administration, program development and implementation, category management, marketing, forecasting, rebate administration, sales reporting, brand standards and product development. 
    • Direct planning and development of the team account managers and establishment of goals for their performance.  Monitor, evaluate and provide feedback to managers on progress towards goals.  Coach and develop management in balancing the delivery of high productivity, quality and customer service.  Counsel and handle employee relations, staffing, corrective actions and maintaining a positive and safe work environment. 
    • Conduct regular department meetings to foster employee engagement, communicate any changes to company policies and procedures, address employee concerns, foster idea sharing and suggestions for improvement.
    • Participate in staff selection, performance and compensation evaluations, corrective action and terminations, as necessary.  Promote continuous training and development of associates.  Consult with Human Resources Department as appropriate.  
    • Work closely with other functional areas including field Sales, Corporate Accounts, Product Development, Marketing, Customer Service, Planning, Purchasing and Finance



    • Bachelor’s Degree or equivalent in Sales, Marketing or Business.



    • 7 years of progressive sales experience.  Luxury goods, hospitality or consumer products preferred.
    • Experience managing a team of 3+ sales resources, preferably including resources responsible for existing business.
    • Proven history of growing a book of business in a high-close rate business.
    • Experience and capability of traveling up to 2 weeks per month.



    • Strong understanding of sales methods/techniques and financial concepts (including P&L, pricing, margins and forecasting).
    • Excellent communication (verbal and written), interpersonal and professional interactive skills are necessary to perform at a high degree of proficiency.  Ability to effectively present information and respond to questions from suppliers, customers, management and inter-department staff.  Capable of working with internal staff from other departments in a proactive and constructive manner.
    • Strong leadership skills, including the ability to mentor and develop individuals and teams. Able to engage and lead team discussions and meetings. Understands team dynamics and works well within a team structure.  Collaborative management style.  Delegates responsibilities effectively. Recognizes and acknowledges the value others bring to the organization.  Exhibits a high level of trust and accountability.
    • Excellent organizational and project management skills, including the ability to plan, prioritize and execute multiple initiatives/deadlines autonomously and shift priorities as necessary.  Uses time effectively and able to work independently. Capability to create a workflow timeframe to coordinate project requests including all pertinent information in a timely manner. Ability to effectively manage multiple projects and develop creative design within tight deadlines. Ability to manage all aspects of complex design projects and integrates direction from multiple individuals
    • Customer Service – Respond promptly to requests for service and assistance as needed.  Follow up as needed.
    • Problem Solving - Identifies and resolves problems in a timely manner. Gathers and analyzes information skillfully. Develops alternative solutions.
    • Judgment - Displays willingness to make decisions. Exhibits sound and accurate judgment. Makes timely decisions.
    • Detail Oriented – Attention to details and accuracy. 
    • Ability to understand and execute all relevant policies and procedures in a consistent, timely and objective manner.
    • Strong understanding of financial concepts (including pricing and forecasting)
    • Proficient use of MS Office (Word, Excel, PowerPoint and Outlook)
    • Strong working knowledge of, weekly metric monitoring and CRM applications.



    The physical, mental, and environmental conditions in which the work is performed. The demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.   

    • While performing the duties of this job, the employee is regularly required to sit, stand, walk and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close, distance, color and peripheral vision, depth perceptions and ability to adjust focus.
    • While this position will primarily work in an office environment, travel, including overnight, is frequently required (up to 2 weeks per month) to attend customer meetings, company events, staff meetings, training sessions, and/or industry or vendor trade shows. 
    • May be required to utilize personal vehicle for business travel that may result in long periods of sitting.  Must maintain a valid driver license with a driving record that meets Company minimum standards.
    • The noise level in the work environment is usually moderate.
    • This position may require evening and weekend work depending on customer needs.

    This job description indicates in general terms, the type and level of work performed as well as the typical responsibilities of employees in this classification. The duties described are not to be interpreted as being all-inclusive to any specific employee. Management reserves the rights to add, modify, change or rescind the work assignments of different positions and to make reasonable accommodations so that qualified employees can perform the essential functions of the job. Nothing in this position description changes the at-will employment relationship existing between the Institution and its employees.


    Guest Supply is an Equal Opportunity/Affirmative Action employer and is committed to hiring a diverse workforce (M/F/Disabled/Veteran)



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