Key Accounts OTC Team Lead

Key Accounts OTC Team Lead

Heredia

The OTC Key Accounts Team Lead is responsible for leading and managing the key accounts team within the Order to Cash function, ensuring efficient and high-quality service delivery across Credit, Collections, and Cash Applications. This role requires strong leadership skills, demonstrated analytical capabilities, and extensive experience handling key accounts to drive operational excellence, enhance stakeholder relationships, and improve cash flow performance.

The OTC Lead will act as the primary contact for strategic customers, working closely with internal teams to resolve disputes, optimize payment cycles, and ensure compliance with company policies.

Responsibilities:
Leadership & Team Management
 Lead, mentor, and develop the key accounts team, ensuring high performance and continuous improvement.
 Set clear goals and expectations for the team, aligning with overall OTC and business objectives.
 Provide regular coaching and feedback to enhance team capabilities and support career growth.
 Drive collaboration between Credit, Collections, and Cash Applications teams to ensure an integrated OTC approach.
 Promote a culture of accountability and data-driven decision-making within the team.

Operational Excellence & Process Optimization
 Oversee the end-to-end OTC process for key accounts, ensuring timely and accurate credit risk assessment, collections, and cash application.
 Identify process inefficiencies and lead initiatives to enhance automation, reduce manual workload, and improve service levels.
 Monitor KPIs, SLAs, and key performance metrics, taking proactive corrective actions when needed.
 Collaborate with IT and Finance teams to improve system functionalities, reporting capabilities, and process automation.

Key Accounts Management
 Serve as the primary OTC contact for key accounts, addressing concerns and ensuring a seamless customer experience.

 Develop and maintain strong relationships with key customers, ensuring alignment on payment terms, dispute resolution, and service expectations.
 Lead complex negotiations related to payment terms, credit limits, and outstanding balances.
 Conduct regular business reviews with key customers, providing data-driven insights and recommendations to optimize payment performance.

Risk Management & Compliance
 Ensure compliance with company policies, credit risk guidelines, and regulatory requirements.
 Monitor credit exposure and recommend adjustments to credit limits based on risk analysis and business conditions.
 Support internal and external audits by providing accurate and timely documentation.
 Implement and enforce controls to mitigate financial and operational risks within the OTC process.

Requirements:
 Bachelor’s degree in Finance, Accounting, Business Administration, or a related field.
 Minimum 5 years of management experience, leading Accounts Receivable teams.
 Proven experience handling key accounts is a must.
 Strong knowledge of Credit, Collections, and Cash Applications processes.
 Demonstrated analytical skills, with the ability to interpret complex financial data, identify trends, and drive actionable insights.
 Experience working in a multinational or Shared Services environment.
 Excellent communication, negotiation, and stakeholder management skills.
 Fully bilingual in English and Spanish (written and spoken) is mandatory.

Preferred Qualifications:
 Knowledge of automation tools (RPA) and process improvement methodologies (Lean, Six Sigma).
 Ability to manage cross-functional projects and drive transformation initiatives.

Benefits

• Private medical insurance
• Dental insurance
• Annual bonus plan based on company performance (the percentage is disclosed during the hiring process)
• Employee solidarity association
• Assistance program: psychology, finance, legal, and nutrition
• Learning program
• Personal days are allocated quarterly
• Round-trip transportation to the office