Job Description

Position: National Account Manager, Motive

Report to Title: Director, Motive Sales, Master Distribution

Location: Remote **Must live in the Mid- Atlantic or Northeastern U.S**

Date: February 2024

Position Overview:

The National Account Sales Manager manages the sales of company products in a region or for specific product lines(s) and to assigned Aftermarket account(s) to maximize sales results in a manner consistent with the company's policy and procedure.

Responsibilities:

Train, motivate, and support Trojan Master Distributors, OEM’s, and National Accounts
Make sales calls with Distributor channel members. Provide direct sales contact and support where necessary with OEM, national and strategic accounts
Gather, interpret and report market trends and competitive activity. Recommend strategic actions including the development of specific markets, new markets and new and existing products
Act as liaison between Marketing, Product Engineering and the Customer for the identification and planning of new products
Submit annual regional business plan, to include sales forecast, expenses and other divisional metric reports as necessary by Distributor and Direct Account channels. Provide monthly territory sales forecasts for production planning. Oversee inventory levels at local Distributors.
Make recommendations for growth and improvement
Prepare, negotiate and recommend actions on major customer quotations and blanket agreements. Work with end-users and consultants concerning specification requirements, as well as issues of performance and lead-times.
Provide product, policy, procedure and technical/support training to Customers, Representatives and Distributors.
Coordinate resolution of field service problems, warranty and customer service complaints; assist with territorial A/R and credit issues
Maintain customer/company sales force automation software and strategic account profiles
Provide pricing input. Strive for consistency, value and profitable growth within channels for the division(s)
Perform daily sales activities and develop specific business plans and programs for expansion and penetration of assigned OEM account(s)
Gather, interpret and report market trends and competitive activity. Recommend strategic actions, including the development of specific markets, new markets and new and existing products; responsible for identifying customer product needs and communicating requirements to Marketing and Product Engineering
Prepare system/product quotations as required; negotiate and recommend actions on all contracts, RFQ and RFP
Set up, manage, and control approved Customer consigned inventory programs
Submit annual account business plans, to include product sales forecast, expense and other divisional metric reports as necessary; work with respective plants to submit monthly sales and order forecasting of account by product line and SKU for product/production planning purposes
Assist in aftermarket sales activities, including A/R and credit issues, field service and warranty issues, replacement, repair and parts sales
Maintain customer/company sales force automation software and strategic account profiles
Develop product and user presentations in support of Distributor sales efforts
Pricing approval within divisional guidelines established by channel and market
Sales Volume and profitability of sales within assigned region
Sales forecast for assigned region
Blanket pricing agreements or price approvals beyond designated signing authority
Return authorizations, cancellation charges and commissions beyond grant of authority

Basic Qualifications

Bachelor’s degree in business, Marketing, or Engineering with a minimum of 5 to 8 years of industrial sales experience
Management of representative sales organization, industrial distribution, VARs, direct large account selling
General computer and business acumen, including a working knowledge of Microsoft software, electronic mail, and forecasting

Preferred Qualifications