Vice President of National Accounts

Position Summary:

As a member of the Sales Leadership Team, the Vice President of National Accounts is responsible for building and leading a high-performing national accounts organization and developing strategies that drive profitable growth, retention, and new business development. This leader will identify attractive markets and strategic customer opportunities, expand relationships with key national accounts, and translate commercial priorities into clear plans and measurable results. The role requires strong business judgment, hands-on team leadership, and the ability to solve complex customer and business challenges through collaboration across Sales, Marketing, Product Management, Pricing, Operations, Supply Chain, Finance, and Customer Service.

Essential Functions:

Partner with the SVP of Sales and cross-functional leadership to:

• Develop and execute a national accounts strategy with clear growth priorities, sales objectives, profitability targets, and long-term customer opportunities.
• Identify and prioritize attractive end markets, customer segments, and strategic prospects based on market trends, competitive dynamics, company capabilities, and profitable growth potential.
• Build executive-level relationships with key national accounts and strategic prospects, positioning Brook + Whittle as a long-term business partner.
• Evaluate sales strategy, account performance, market opportunities, and competitive threats; identify gaps and implement corrective action.
• Own the development and delivery of national accounts budgets, forecasts, pipeline plans, staffing needs, and business performance commitments.
• Lead strategic account reviews, executive customer meetings, business reviews, and sales planning sessions with clear decisions and follow-through.
• Anticipate customer needs and solve complex commercial or service challenges with solutions that improve retention, share of wallet, and customer profitability.
• Drive disciplined account planning, prospecting, opportunity management, pricing strategy, and coordinated customer engagement across the team.
• Recruit, structure, lead, coach, and develop a high-performing national accounts sales team; establish clear expectations, performance standards, and accountability.
• Drive profitable growth through value-based selling, disciplined commercial decisions, and alignment of customer opportunities with operational capabilities.
• Develop the team's business acumen, product and market expertise, negotiation skills, and ability to lead effective executive-level customer presentations.
• Promote Brook + Whittle's products, innovation, and sustainability capabilities as part of differentiated, customer-specific value propositions.
• Build and execute growth plans for existing strategic accounts while creating a targeted approach to winning new national account business.
• Provide accurate, insightful account analyses, pipeline updates, forecasts, and performance reporting; use Salesforce.com to drive consistent team execution and visibility.
• Monitor customer retention, competitive exposure, and share-of-wallet opportunities; lead proactive plans to address risks and accelerate growth.

Collaborate with Customer Service and cross-functional teams to:

• Translate customer priorities into aligned plans across Operations, Supply Chain, Pricing/Estimating, Product Management, Marketing, Finance, and Customer Service.
• Lead the resolution of complex customer issues, balancing customer expectations, quality, service, capacity, and profitability while driving root-cause solutions.
• Identify and remove internal barriers to growth, improve the customer experience, and help establish scalable processes that support national account execution.
• Champion cross-functional initiatives, commercial opportunities, and new product or market efforts from evaluation through implementation.
• Manage business expenses responsibly and in accordance with company guidelines.

Travel:

Overnight travel is required. Travel frequency will vary based on customer, territory, and business needs.

Requirements

Skills:

Strategic sales leadership with the ability to assess markets, set priorities, build growth plans, and translate strategy into execution.

• Strong commercial and financial acumen; ability to evaluate pricing, profitability, account economics, competitive trends, and growth investments.
• Exceptional problem-solving, sound judgment, negotiation, and decision-making skills in complex customer and cross-functional situations.
• Executive presence and strong communication skills; ability to influence customers and internal stakeholders at all levels.
• Proven ability to recruit, build, coach, develop, and hold high-performing sales teams accountable for results.
• Strong organizational leadership, prioritization, and execution discipline; comfortable navigating competing business priorities.
• Proficiency with CRM tools, including Salesforce.com, and Microsoft Office applications; ability to turn data into actionable commercial insight.

Qualifications:

• Bachelor's degree in business, sales, marketing, or a related field preferred; equivalent relevant experience may be considered.
• 10+ years of progressive sales, account management, or national account leadership experience, preferably within pressure-sensitive labels, shrink sleeves, flexible packaging, or a related manufacturing industry.
• Demonstrated success building or leading high-performing sales teams, managing strategic accounts, winning new business, and delivering profitable revenue growth.
• Strong understanding of packaging or related manufacturing markets, customer buying dynamics, competitive practices, and value-added selling approaches.
• Proven ability to lead cross-functional teams, resolve complex customer and operational challenges, and execute strategic growth initiatives.
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.com or a comparable CRM platform.

*Competitive Benefits Package

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Notice of AI Use in Job Application Review

As part of our commitment in creating a fair, efficient, and consistent hiring process we may use artificial intelligence (AI) to help our recruiting teams organize, summarize, and analyze information provided by candidates, including resumes, application responses, and other materials submitted during the application process.AI may be used to identify patterns, highlight relevant skills, and experience, and assist in comparing a candidate's qualifications with the requirement of a specific role. These tools are to improve efficiency and consistency while supporting more informed hiring decisions, which will ultimately be made by the hiring team.