Ryder System Director of Key Accounts in NOVI, Michigan

Position Description

The Director of Key Accounts (DKA) is responsible for leading the pursuit of new, expansion, and renewal business. A successful DKA will coordinate complete sales cycle process including lead generation, prospect qualification, and lead the cross-functional pursuit team providing clear direction on strategy: pricing, service, value proposition and presentation message and medium. The focus for this position is on new and expansion sales contracts, team selling, solution selling and customer relationship management/retention.

Financial Impact: Secure and exceed annual quota objectives assigned by Sales leader yearly; maximize revenue growth with customers and prospects; and achieve strategic account objectives.



  • Bachelor's degree in business administration, finance, or related field

  • Master's degree in business administration (MBA) preferred

  • Five (5) years or more experience in selling supply chain solutions and/or achieving quota attainment more than three (3) times within a sixty (60) month period

  • Ability to:

  • Listen, write, and speak effectively. Inform, explain, and give instructions

  • Develops and deliver effective presentations

  • Manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments

  • Effectively think, speak and act without preparation

  • Create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors)

  • Influence internal and/or external constituents

  • Maintain confidential information

  • Work independently and as a member of a team

  • Work within tight timeframes and meet strict deadlines

  • Effective interpersonal skills and negotiation skills

  • Demonstrated customer service and problem solving skills

  • Demonstrated time management and priority setting skills

  • Flexibility to operate, and self-driven to excel, in a fast-paced environment

  • Understanding of services, costs, pricing and value. (expert level)

  • Non Commercial Driver License CLASS E


• Lead the development and management of strategic account plans

• Lead the deal pursuit team: create deal strategy, including pursuit plan, pricing strategy and proposal plan of attack

• Establish productive, professional relations with key personnel in assigned accounts

• Administer pipeline and maintain sales pipeline data accurately in sales system

• Deal closing and contract negotiation

• Achieve sales quota

• Lead pursuit team after new, expansion and renewal business

• Focus in one vertical/business unit – can work other deals at sales leader’s discretion

• Understand how Ryder’s solutions can be customized to meet customer’s needs

• Cross-sell and expand current customer’s market share

• Adhere to Ryder’s Policies and Procedures including Travel and Expense Policy

• Performs other duties as assigned

Ryder is proud to be an Equal Opportunity Employer and Drug Free workplace. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with disability.

Requisition ID 2018-52101

Category Sales & Marketing

Employment Type Regular - Full Time (4)

Travel Requirements Greater than 60%

Position Code 8204