Job DescriptionEssential Functions:Strategic Sales & Account Planning- Develop and execute comprehensive national account strategies that align with corporate growth objectives and customer needs.
- Lead strategic account planning processes, including opportunity identification, revenue growth initiatives, and long-term partnership development.
- Analyze market trends, customer behavior, and competitor strategies to identify opportunities, risks, and areas for continuous improvement.
Contract Negotiation & Commercial Management- Lead negotiations with national accounts on pricing, terms and conditions, service agreements, and promotional programs.
- Ensure agreements balance customer value with company profitability and long-term strategic goals.
- Collaborate with legal, finance, and operations teams to finalize and execute contracts effectively.
Relationship Management- Build and maintain strong trust-based relationships with key decision-makers and executive stakeholders within national accounts.
- Serve as the primary escalation point for major account issues, ensuring timely resolution and high levels of customer satisfaction.
- Foster long-term partnerships that strengthen brand loyalty and generate sustainable revenue growth.
Revenue Forecasting & Financial Planning- Oversee the preparation of accurate sales forecasts, budgets, and long-range revenue projections for national accounts.
- Monitor performance against targets, identify variances, and implement corrective actions as needed.
- Utilize historical data, market conditions, and economic indicators to inform strategic decision-making.
Cross-Functional Leadership- Partner closely with marketing, sales leadership, product development, operations, and customer service teams to ensure cohesive execution of national account strategies.
- Ensure brand consistency and coordinated go-to-market efforts across all national accounts.
- Champion collaboration and alignment across departments to deliver superior customer outcomes.
Team Leadership & Development- Lead, mentor, and develop a team of national account managers.
- Set clear objectives, conduct performance reviews, and provide coaching to support professional growth and engagement.
- Build a high-performance culture focused on accountability, results, and continuous improvement.
ResponsibilitiesKnowledge & Skills:
- Ability to analyze client needs, market conditions, and competitive landscapes to create actionable, long-term account strategies.
- Advanced negotiation skills supported by strong financial acumen and market insight.
- Capability to identify trends, opportunities, and threats to maintain competitive advantage.
- Exceptional interpersonal and communication skills to influence and partner at the executive level.
- Strong analytical skills to develop accurate forecasts and guide resource allocation.
- Proven ability to align teams and lead collaborative efforts across departments.
- Confident, decisive leader with the ability to operate effectively in a fast-paced, results-driven environment.
- Ability to lead, coach, and develop sales or account management teams.
- Strong understanding of market dynamics, competitive positioning, and enterprise buying processes.
- Position requires 50% travel
QualificationsEducation and Experience:- Bachelor's degree in business administration, Marketing, Sales, or a related field
- Extensive experience in sales, national or key account management, and strategic planning within a corporate or enterprise environment.
- Proven track record of managing large, complex accounts and negotiating high-value contracts.
- Demonstrated success in achieving and exceeding revenue targets while building long-term customer relationships.
Work Environment & Physical Requirements:This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, scanners, and fax machines. Position requires incumbent to see, read, hear, speak, reach, bend, sit/stand for prolonged periods of time at a desk and working on a computer. Ability to work weekends and holidays as needed. 50% travel is required.
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