Global Account Manager

Global Account Manager (Remote, US) Position Summary

The Global Account Manager manages and grows an assigned book of global enterprise accounts across Food Chain ’s full portfolio, including TIC services, Digital Solutions, SaaS, DaaS, regulatory solutions, certification, and related technical services. This is a strategic account growth role focused on renewals, expansion, whitespace identification, wallet share growth, referral pipeline generation, relationship health, account planning, and commercial execution. The role works with large food and beverage companies and must navigate complex buying groups, long sales cycles, senior stakeholders, global account structures, and internal teams across functions and regions.

Account Growth and Revenue Performance

• Own sales bookings performance against assigned monthly, quarterly, and annual targets
• Grow assigned global accounts through renewals, expansion, cross sell, upsell, and enterprise license opportunities
• Identify revenue opportunities across FCID’s full portfolio of services and solutions
• Translate customer strategy, business drivers, and operational needs into actionable commercial opportunities
• Develop and execute account strategies that support growth, retention, and long‑term customer value
• Lead renewal planning and execution across assigned subscriptions, services, and enterprise agreements
• Maintain visibility into wallet size, whitespace, account potential, and expansion paths

Referral Pipeline and Opportunity Conversion

• Generate referral pipeline from active enterprise deal motion, account plans, whitespace reviews, and managed account expansion work
• Meet assigned referral pipeline expectations, including monthly sales scorecard and incentive plan targets
• Convert referral value into active, qualified opportunities
• Track referral bookings, realized referral impact, conversion status, next steps, and commercial ownership
• Partner with Sales, Enterprise Solutions, Regulatory Solutions, TIC, and Digital Solutions teams to move referrals into viable opportunities
• Document blockers, mitigation plans, customer commitments, and follow up actions in Salesforce

Strategic Account Planning

• Create and maintain global account plans for assigned accounts
• Identify whitespace, stakeholder maps, customer priorities, business risks, renewal timing, and growth opportunities
• Present account plans and business performance updates on a regular cadence
• Define clear account priorities, risks, mitigation actions, and next steps before each 1:1 or business review
• Align FCID’s value proposition to the customer’s business strategy, operating model, and compliance needs
• Partner with internal subject matter experts to assess solution viability and shape customer recommendations

Customer and Stakeholder Management

• Serve as the primary commercial liaison between FCID and assigned global accounts
• Build trusted relationships with senior leaders, decision makers, technical buyers, procurement, and executive sponsors
• Maintain relationship health through proactive communication, follow up, customer feedback, and issue resolution
• Bring internal leaders into strategic customer conversations early and appropriately
• Lead customer meetings, business reviews, account planning sessions, and on site visits when required
• Escalate customer risks, service concerns, commercial blockers, and renewal threats with clear action

Plans

• Drive account penetration by expanding relationships beyond existing contacts, building a diverse network of key stakeholders and influencers within customer organizations

Sales Operating Discipline

• Maintain accurate Salesforce records for accounts, referrals, opportunities, notes, next steps, contacts, dates, and account plans
• Keep referral status, opportunity linkage, conversion information, and follow up actions current
• Complete campaign follow up, account plan actions, and customer commitments by assigned due dates
• Track open blockers, overdue approvals, trip report risks, customer follow up needs, and internal dependencies
• Manage pipeline funnel to support forecast accuracy, linearity, and revenue predictability
• Provide regular updates on bookings performance,…