Position Overview
The Senior National Account Manager leads the strategy, profitable growth, and execution of assigned national accounts across 2-step distribution, dealers, retailers, and builders, including KB Home. This player-coach role owns customer relationships, commercial programs, forecasting, and account performance while leading and developing one direct report.
Key Responsibilities
• Own account strategies, annual business plans, and revenue, volume, margin, and growth objectives.
• Build relationships across customer leadership, purchasing, merchandising, operations, supply chain, finance, and field teams.
• Identify opportunities to expand product placement, geographic reach, customer penetration, and share of wallet.
• Lead pricing, rebate, incentive, contract, and service negotiations within established approval guidelines.
• Manage account profitability, forecasts, pipeline, inventory or sell-through insights, and business risks.
• Lead customer business reviews, line reviews, and executive meetings with clear recommendations and action plans.
• Partner with Directors of Sales, ASMs, and TSMs to translate national strategies into regional and local execution.
• Lead the national commercial relationship with KB Home, including account strategy, pricing, forecasting, product alignment, and issue resolution.
• Coordinate with Finance, Marketing, Product Management, Sales Operations & Enablement, Customer Experience, Supply Chain, Operations, Quality, and Legal to execute customer commitments.
Leadership & Team Development
• Lead, coach, and develop one direct report with clear priorities, expectations, and development goals.
• Delegate work effectively to improve customer responsiveness, quality, and efficiency.
• Provide regular feedback and support development in analytics, reporting, forecasting, account planning, and program execution.
• Conduct performance and development discussions and support onboarding and training.
• Foster collaboration, accountability, and strong follow-through across the account team.
Key Competencies
• Strategic account and joint business planning
• Executive relationship management and negotiation
• Financial acumen, pricing, margin, and program ROI analysis
• Forecasting, analytics, and data-based decision making
• Knowledge of distribution, dealer, retail, and builder channels
• People leadership, coaching, delegation, and accountability
• Cross-functional leadership and executive communication
• Customer focus, sound judgment, organization, and follow-through
Qualifications
• 5+ years of progressive sales or national account experience in building materials, exterior products, construction products, or a related industry.
• Demonstrated success managing complex, multi-location accounts and delivering profitable growth.
• Experience with 2-step distribution and dealer channels; national retail and production-builder experience preferred.
• Experience with account planning, pricing, negotiations, forecasting, and profitability management.
• Experience leading or developing sales, channel, analytics, or account-support talent; formal people-management experience preferred.
• Proficiency with CRM, Excel, and business intelligence or customer data.
• Bachelor's degree in business, sales, marketing, or a related field preferred, or equivalent relevant experience.
Travel:
• Up to 60% national travel based on customer and business needs. Occasional evening or weekend travel may be required.
