Job Title: National Accounts Manager
Department: Commercial Business
Reports To: Vice President, Commercial Business
Exemption Status: Exempt (Salaried)

General Job Summary
This role owns and advances ARG Commercial's National Accounts strategy across targeted multi-family property management customers and other qualified customers of opportunity. The National Accounts Manager will identify and engage senior-level customer leaders, develop durable relationships that influence local buying decisions, and coordinate the internal resources needed to turn executive access into actual market-level sales. The role does not replace the field sales organization; it multiplies field effectiveness by creating access, accelerating onboarding, improving handoffs, and helping remove credit, billing, eProcurement, operational, and execution barriers that limit growth.
Role Purpose
The National Accounts Manager is a strategic growth role responsible for building executive-level relationships with high-value regional and national customers, creating enterprise buying alignment, and increasing repeatable, sustainable Gross Margin dollars across the National Accounts book. With a goal of creating coordinated, scalable account growth by opening doors, clearing operational barriers, and enabling BDMs/RSMs to win more effectively in the field.

Strategic Outcomes
Drive scalable, predictable GM$ growth by expanding wallet share within high-capacity Regional/National Accounts.
Create enterprise-level buying behavior through senior decision-maker engagement with CEOs, CFOs, procurement leaders, owners, and other key influencers.
Convert top-down relationships into field-level execution by connecting local buyers with ARG BDMs and RSMs.
Improve margin stability, sales predictability, payment consistency, and operational scalability through cross-functional partnership.
Prioritize growth in existing accounts while selectively adding high-value new targets with clear scale potential.

Essential Duties & Responsibilities
Executive Relationship Development
• Identify, pursue, and cultivate senior-level relationships with high-potential existing and new Regional/National Account customers.
• Position ARG Commercial as a credible, scalable, tier-one supplier capable of supporting multi-market customer needs.
• Use trust, service, responsiveness, and problem-solving to earn access to larger bids, recurring purchases, and enterprise-level opportunities.

Account Targeting & Pipeline Focus
• Maintain a focused book of primary targets based on growth potential, geography, customer type, existing activity, payment history, field coverage, and operational fit.
• Utilize and execute CRM use at a high level by documenting relevant relationship and sales driving data points.
• Balance existing account expansion with selective new account acquisition, recognizing that too broad a target list slows progress against all opportunities.
• Partner with BDMs, RSMs, eProcurement, AR, trade shows, industry associations, and market referrals to identify qualified, scalable opportunities.
Field Enablement & Launch Discipline
• Create a consistent launch process that connects National Account wins and opportunities to the appropriate RSMs, BDMs, stores, and support partners.
• Provide field teams with introductions, context, decision-maker insight, buying locations, and clear next actions to accelerate local relationship development.
• Partner with RSMs throughout strategic projects, not just at handoff, to identify competing priorities and improve local execution.
Cross-Functional Growth Engine
• Collaborate with Accounts Receivable to support appropriate credit lines, accurate billing formats, payment consistency, and proactive account planning.
• Partner closely with eProcurement to support integrations, customer portals, bid visibility, automation, and scalable ordering paths.
• Coordinate with Commercial Marketing to build awareness, strengthen customer onboarding, and support targeted customer communication.
• Work with CFC Operations, stores, and field leadership to ensure fulfillment capability, inventory readiness, delivery alignment, and service consistency.

Commercial Execution & Financial Discipline
• Negotiate pricing, rebate structures, incentives, and ROI-positive programs that encourage long-term buying behavior while protecting margin quality.
• Track account progress, field engagement, sales activity, bid opportunities, and barriers to growth; communicate themes and needed action clearly.
• Own market challenges by identifying friction points, coordinating fixes, and creating repeatable solutions that prevent the same issues from slowing future growth.

Success Measures
• Gross Margin dollar growth across the National Accounts book and targeted account segments.
• Expansion of wallet share within active National Accounts and improved penetration across supported markets.
• Activation of qualified new high-value accounts and successful conversion of strategic bids/RFPs.
• Improved field engagement, clearer launch discipline, and stronger RSM/BDM adoption of National Account opportunities.
• Reduced friction in AR, billing, eProcurement, order flow, and operational execution for strategic customers.
• Greater account predictability, stronger retention, and more consistent payment and purchasing behavior.

Other Essential Requirements
Ability to exhibit and incorporate our Core Values into daily decisions and interactions with others:
o WINNING - In business, money is the score. To win, we must perform, compete, and have fun. At Ace, we win through people- our strength is being helpful.
o EXCELLENCE - Excellence honors God and inspires people. We aspire to be the best, to continuously improve and to inspire others by giving the team our very best.
o LOVE - Love the people, love the work and love the results.
o INTEGRITY - For Ace to win, we need to be able to trust each other. And trust will require us to be honest, reliable, caring, of high character and of unquestioned ethics.
o GRATITUDE - We recognize that we are blessed to be in the business of serving others.
o HUMILITY - We strive for greatness with a humble, modest and respectful attitude.
o TEAMWORK - We will fight the natural tendency for control and credit in favor of collaboration and mutual success, recognizing that...Together, we are Ace.

Minimum Qualifications, Requirements and Skills
• Strong executive presence and ability to communicate credibly with senior customer leaders, procurement teams, owners, operations leaders, internal executives, RSMs, and BDMs.
• Proven relationship-development skills, including consultative selling, negotiation, conflict resolution, follow-up discipline, and comfort asking for commitment.
• Deep understanding of retail operations, commercial sales, inventory flow, customer service, delivery execution, and business fundamentals.
• Ability to lead through influence across field sales, AR, eProcurement, marketing, operations, and store teams without direct authority over all partners.
• Comfort with prospecting tools, internet-based research, LinkedIn Sales Navigator, industry resources, trade shows, customer meetings, Teams meetings, and customer portals.
• Strong analytical and organizational skills; able to prioritize a focused target list, track progress, identify barriers, and communicate concise action plans.
• Excellent PC skills, including Excel, Word, PowerPoint, Outlook, CRM/reporting tools, and related business applications.
• Ability to work independently, manage flexible hours, travel frequently, and operate with a high level of ownership, urgency, professionalism, and judgment.
• Deliver results through ARG Core Values: Winning, Excellence, Love, Integrity, Gratitude, Humility & Teamwork
• Represent ARG Commercial with professionalism in customer meetings, trade shows, association events, market visits, internal meetings, and executive updates.
• Protect customer trust by following through, communicating clearly, resolving issues promptly, and coordinating the right internal resources.
• Sitting, standing, walking, talking, presenting, and engaging in customer/field meetings.
• Must be able to lift and load up to 50 lbs.

Compensation Details

$100000 to $125000 per year

For a full list of benefits and open positions, please visit us at: https://acehardware.wd1.myworkdayjobs.com/en-US/ARG_External

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