Key Account Director

About Us:

At Botrista, we are transforming beverage culture with intuitive drink-making technology guided by Nature herself. By allowing restaurants to easily expand menus without added complexity, we're driving incremental growth with the push of a button.

Awarded as one of the Best California Startups in 2023, our beverage solution has created a new industry category, universally applicable to any cuisine, demographic and business. Our machines are being rapidly deployed around the country for customers to experience & enjoy.

We deliver a world of flavors at your fingertips by sourcing top-tier ingredients from around the globe. Thanks to valuable data collected through our integrated CloudBar system, we easily guide our partners through their drink menu innovation.

Each drink is crafted by nature, and perfected by innovation - we'd love to have you be a part of it.

About the Role:

Botrista is seeking an experienced Key Account Director from the food & beverage industry to own strategic relationships with restaurant executives. In this role you'll work closely with our partners to develop and execute strategic beverage programs which drive mutually beneficial revenue outcomes.

As Key Account Director you will have the opportunity to craft and propose beverage LTO's, strategic menu changes, craft rollout schedules, and support in location expansion efforts. You will also own ongoing partner communications, including weekly touchpoints and quarterly business reviews with c-level executives.

In addition to executive level relationships, being "in-touch" at the location level is critical; you will visit and own relationships with influencer franchisees and regional directors to build a network of positive references and solid understanding of ground level feedback.

Responsibilities:

• Own key relationships with top customers. This consists of creating and executing the Quarterly Business Reviews and weekly touch bases. You will also be leading discussions around marketing programs.
• Grow Cups Sold Per day ("CSD") at key customers. Responsible for the revenue that is coming from your key accounts and you own the CSD number.
• Own the overall success of the Botrista new installations and customer onboarding
• Manage the regional Account Management team, which consists of a set of Account Management professionals attached to a set of live locations. Ensure that this team is exceeding their goals
• Act as a key channel to inform product development and build/improve repeatable processes
• Oversee the generation and presentation of weekly reports on customer interactions, metrics, and performance - offering solutions or requesting support with roadblocks to improve metrics. This candidate must have a great analytical mindset and use data to drive decisions.
• Develop strategic plans to Manage and resolve customer issues, escalating when necessary, and working cross-functionally with internal teams to ensure timely and effective resolution
• Monitor customer engagement and usage of our products/services, identifying opportunities for upselling, cross-selling, and renewal
• Collaborate with sales, marketing, and ops teams to develop and execute onboarding, adoption, and retention strategies

Requirements

Qualifications:

Industry Experience:

Minimum of 4 years of experience in the food and beverage industry, preferably in a key account management or similar role.

In-depth knowledge of the restaurant industry, including trends, challenges, and competitive landscape. Beverage experience is an asset.

Relationship Management Skills:

Proven track record of building and maintaining strategic relationships with restaurant executives and key stakeholders.

Strong communication and negotiation skills to effectively collaborate with partners and drive mutually beneficial outcomes.

Reporting and Presentation Skills:

Proficiency in preparing and delivering comprehensive reports and presentations for C-level executives.

Strong attention to detail and ability to convey complex information in a clear and concise manner.

Strategic Thinking:

Ability to develop and execute strategic beverage programs aligned with business objectives.

Experience in crafting and proposing Limited Time Offers (LTOs) and menu changes to drive revenue growth.

Project Management:

Proficiency in creating rollout schedules for new beverage programs and supporting location expansion efforts.

Ability to manage multiple projects simultaneously and ensure timely execution.

Analytical Skills:

Strong analytical skills to analyze market data, performance metrics, and customer feedback to inform decision-making and drive continuous improvement.

Leadership Abilities:

Demonstrated leadership skills to lead cross-functional teams and drive alignment towards common goals.

Experience in providing mentorship and guidance to team members to foster professional growth and development.

Customer Focus:

Customer-centric mindset with a focus on delivering exceptional service and value to restaurant partners.

Ability to anticipate customer needs and proactively address issues to maintain high levels of satisfaction and loyalty.

Travel Flexibility:

Willingness to travel frequently (75%) to visit restaurant locations, meet with partners, and attend industry events as needed.

Ability to adapt to changing schedules and priorities while on the road.

Results Orientation:

Track record of achieving or exceeding revenue targets and key performance indicators (KPIs) in previous roles.

Ability to set ambitious goals, develop action plans, and execute strategies to drive business growth and profitability.

Minimum Qualifications:

• Bachelor's degree in business management, hospitality, technology management, similar or equivalent business experience ideal
• 4+ years of experience in restaurant management, food-service channel, or in a related industry
• Demonstrated success in executing innovation to deliver on time, within budget, and to consumer and internal expectations
• The ability to adapt to fast changing environments
• Familiarity with business travel, Slack, PowerBI, Salesforce, ClickUp
• Up to 75% Travel

Salary Range:

$120,000 - $160,000 per year

Plus bonus and stock options

Benefits

Fully company-paid Medical and 99% company-paid Dental and Vision Insurance

15 days Paid Time Off, 7 sick days, 14 holidays, Wellness Benefits, Cell Phone and Internet reimbursement, 401K

Beautiful new SF office with outdoor rooftop workspace

Free beverages with our Bot, snacks, and Wednesday lunches