National Account Manager

SUMMARY OF RESPONSIBILITES:

The National Account Manager (NAM) is responsible for driving profitable growth through the acquisition, management, and expansion of national and multi-location accounts. This role focuses on strategic selling, high-value proposal development, and close collaboration with local service centers to ensure consistent execution and exceptional customer outcomes. The NAM serves as a strategic partner to national clients and an internal leader who aligns corporate sales strategy with local execution.

JOB FUNCTIONS AND DUTIES:

I. SALES & REVENUE PERFORMANCE

Achieve a minimum of $60,000 in closed sales per month. Maintain a minimum proposal pipeline of $200,000 per month. Identify, pursue, and close new national and multi-location sales opportunities. Expand existing national accounts through cross-selling and multi-location growth.

II. NATIONAL ACCOUNT MANAGEMENT

Own and manage prospected and assigned national accounts from onboarding through renewal. Build and maintain executive-level relationships with client decision-makers. Conduct regular business reviews to drive retention, satisfaction, and expansion. Serve as the primary escalation point for national account issues.

III. PROPOSAL & CONTRACT LEADERSHIP

Lead the development, presentation, and negotiation of large-scale, multi-location proposals. Partner with pricing, legal, and operations teams to ensure profitable and executable agreements. Ensure proposals and contracts align with service capabilities and customer expectations.

IV. FIELD ENABLEMENT & TRAINING SUPPORT

Assist in the training and development of sales and operational leaders in local service centers. Support local teams in executing national account standards and service expectations. Share best practices in enterprise selling and account management.

V. CROSS-FUNCTIONAL COLLABORATION

Align national account strategies with operations, marketing, and leadership teams. Support service rollouts and expansions for new and existing national accounts. Provide accurate forecasting and pipeline updates to leadership.

VI. KEY PERFORMANCE INDICATORS (KPIs) & SUCCESS METRICS

Monthly sales production of at least $60,000 in closed sales. Active proposal pipeline of at least $200,000 per month. Year-over-year revenue growth within assigned national accounts. High retention and renewal rates for national clients. Strong proposal-to-close conversion rate. Successful local execution of national account service standards. Positive customer satisfaction and performance review outcomes.

LIMITS OF AUTHORITY:

1. All limitations prescribed in the Massey Policies and Procedures Manual.

2. All changes in pay plans and compensation arrangements are to be approved in advance by the Executive Vice President, Operations and/or the President.

3. All purchases, commitments and expenditures in excess of $2000.00 must be approved in advance by the Executive Vice President, Operations and/or the President.

4. All capital equipment purchases, commitments and expenditures must be approved in advance by the Executive Vice President, Operations and/or the President.

QUALIFICATIONS:

Proven success in national, enterprise, or multi-location sales roles. Strong consultative selling, negotiation, and account planning experience. Ability to influence cross-functional teams without direct authority. Excellent communication, presentation, and relationship management skills. Willingness to travel as needed to support national accounts and service centers. Be able to meet requirements for obtaining certification or licenses as may be required by any federal, state or local regulations. Must have excellent written and verbal communication skills and mathematical ability.