Job Description

Director of National Accounts - 481 (Remote)

OSG USA, INC. is a leading manufacturer of taps, endmills, drills, and indexable cutting tools. OSG also serves the fastener industry by offering a complete line of thread rolling, flat, cylindrical, planetary, rack, and trim dies. The company markets its products to numerous industries, including automotive, die mold, aerospace, energy, heavy industry, and dental.

Position Summary:

The ideal candidate for the Director of National Accounts position must possess ten years of experience in the cutting tool industry. In addition to overseeing the management and success of every aspect of National Account management and business development, they will provide strategic leadership to the National Accounts team. This leadership includes analyzing product, customer, and overall market trends to foster stronger relationships, enhance OSG market share, and drive sales and profit growth. The Director ensures the formulation of tailored strategies for each national account, meticulously monitors results, and implements necessary adjustments to achieve revenue and profitability targets while advancing market share.

Job Functions for Director of National Accounts:

Prioritizes business development opportunities, identifies levers for future growth, and oversees the development of tactical plans and lead measures to drive sales volume
Conducts daily sales calls to both distributors and end users
Secures opportunities to quote on customer requirements
Follow up timely (by phone or visit) on quotations submitted to customers
Establishes professional relationships with appropriate key stakeholders involved in the ordering process
Proper management of Distribution, with monthly strategy sessions to evaluate each distributor as well as annual review of discounts and stock order/promotion plans
Submits weekly activity/call reports concerning customer-related activities for quotes, orders, and problems concerning customer/vendor relationships.
Enter and maintain all activity in CRM daily that is error-free
Provide lost business reports weekly
Trains both distributors and end users on OSG product
Presents technical solutions by testing, documenting, and closing sales opportunities
Leads in the creation of annual sales budgets, goals, and programs, aligning internal Goals with each National Account’s overall business plans for increased market share
Oversees and approves all National Account contract negotiations and agreements working with each National Account Team, including all incentives, discounts, rebate management, and other marketing programs
Leverages and collaborates with other departments, including sales, marketing, engineering, and operations, to ensure proper alignment of resources to be successful in meeting all lead measures and company goals
Creates a positive team environment that encourages creativity and innovation
Ensures compliance with company policies, procedures, and other legal requirements
Provides high-level monthly activity reporting and sales analysis to Executive Management, reporting on Lead/Lag Goals immediately at the close of each month
Leads the National Account Team to conduct Quarterly Business Reviews with each National Account (with an emphasis on the C-Suite) to ensure proper alignment with goals and PDCA, as necessary
Develops and maintains essential relationships and engagement through AAA visits by traveling and entertaining National Accounts and end-user customers as required

Qualifications for Director of National Accounts:

Bachelor’s degree in business, marketing, or related field
Must have at least ten (10) years of experience in the cutting tool sales industry
Have a proven record of success as a salesperson and sales manager
Sales Leadership
Ability to coordinate an essential level of activity under various conditions and constraints
Excellent organizational and time management skills
Possess advanced computer skills using Excel, Word, Web, and CRM software, and all related software and hardware
Outstanding oral and written communication skills, regardless of format or audience
Valid state motor vehicle operator’s license
Must live within 1 hour of a major/international airport
The ability and willingness to travel by car, as well as air, including overnight stays

Preferred Qualifications for Director of National Accounts: