Job Description
Job Description
Job Details
Job Title:
National Account Manager
Job Code:
NAM
Department:
Sales
Transformer Pad
Demand Generation and Product Development
Location:
Southeast
Reports To:
VP of HVAC Sales or Director of Demand Generation
FLSA Classification:
Exempt
EEOC Classification:
Sales Workers
Salary Grade:
Supervisory Responsibilities:
Yes No
Job Summary
The primary responsibility of the National Account Manager is to expand market share for product family within the trade channel by selling through National Account wholesale distributors and other accounts with national influence. This position involves developing, implementing, and executing detailed account development strategies, fostering strong relationships, and gaining insight into assigned accounts. The Account strategies developed consists of regional actions and activities to align with DiversiTech’s management teams, Regional Sales Managers and the independent they oversee. The National Account Manager is accountable for overseeing sales process, management, value validation, and revenue results for each assigned National Account, utilizing DiversiTech’s account management methodology and Keep, Convert, Grow (KCG) opportunity management pipeline.
Essential Duties
- Increases sales of products through wholesale distribution channel by developing a comprehensive account plan and reaching out to designated national accounts’ corporate, division, regional, and branch locations when appropriate.
- Meets or exceeds established sales budget.
- Evaluates, identifies, and recommends products with the DiversiTech engineering and sourcing departments to add high value products that expand the product portfolio.
- Collaborates with the Marketing team to implement regional and national customer marketing plans.
- Contributes to the development of the organization’s strategic direction to increase sales of products through the wholesale distribution channel.
- Employs and executes DiversiTech’s Account Management sales methodology effectively.
- Facilitates a cohesive selling approach between DiversiTech’s Senior Leadership and select national account functional leadership teams.
- Defines regional strategies and tasks required to achieve National Account Plans, coordinating with Regional Sales Managers for local/branch-level engagement and manufacturer’s representative activities to increase our market share.
- Collaborates with Sales Operations and Channel Marketing teams to execute account plans, develop customer/territory pricing strategies; and implement push and pull-through sales strategies.
- Performs other duties as assigned.
Qualifications, Skills, Abilities and Educational Requirements
Required
- Bachelor’s degree in Business Administration or related field
- 10 – 12 years of experience in sales in a manufacturing or distribution environment
- Salesforce or OroCommerce experience
- Knowledge of HVACR products, two step distribution selling models and commercial customers in the US HVACR market
- Advanced experience utilizing Microsoft Office Suite, especially Word, Excel, and PowerPoint
- Demonstrates strong analytical, organizational, and problem-solving abilities for establishing and working in conjunction with Sales Associates, Regional Sales Managers, and independent manufacturer’s representatives
- Experience working in a fast paced and high-volume work environment.
- Proactive “self-starter” with a strong attention to detail.
- Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management, as well as customers.
- Exhibits professional sales and persuasive communication skills evident in both one-on-one and group presentations
- Capable of reaching decision makers and gaining commitment
- Possesses adept listening and probing skills to understand customers’ needs
- Valid Driver’s License
Preferred
Key Competencies
Inter-Relationships
Consistent interaction with all levels of corporate, Sales Operations, Regional Management, and independent representatives. Regularly interfaces with customer and third-party sales representatives who work on behalf of the company. Attends sales conferences and attend trade shows as needed.
Working Conditions and Physical Demands
Work Environment
This position works in an office work setting. May work from a remote location (home office) depending on territory location. Requires regular use of office equipment including computers, phones, and printers. Occasional overtime may be required.
Physical Demands
Demand:
Frequency
Hear
Frequent
See
Frequent
Repetitive Motions
Frequent
Talk
Frequent
Sit
Frequent
Type
Frequent
Drive
Frequent
Stand
Occasional
Walk
Occasional
Bend
Occasional
Stoop
Occasional
Reach
Occasional
Physical Work
Percentage
Light – 0 – 10 lbs
0 - 25%
Travel Required
Yes, 75 – 100%
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