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National Accounts Manager

1 month ago

Ashland City, United States A. O. Smith Corporation Full time
Company / Location Information

We are one of the world’s leading manufacturers of water heating and water treatment technologies in the world. We are a $4.5 billion company with 150 years history, and we employ more than 14000 individuals globally who pride themselves on providing the world with innovative water technology. We are committed to Continuous Improvement, not just in our factories or processes, but in our people. A O Smith is celebrating their 150-year anniversary in 2024.

Primary Function
The National Account Manager will develop and manage existing national account (WinSupply), build and foster business relationships, utilize solution-selling techniques to identify business needs, develop customized solutions, and measure share increases. This position is responsible for driving profitable growth, customer satisfaction, and expanding the company’s share in assigned accounts by developing, implementing and driving strategic account development and growth.  The position partners with the division sales organizations to develop, coordinate, and deploy a strategic residential national account management plan to achieve and leverage the full breadth of the company’s offerings within its customer base. 

Responsibilities
-Establish and develop deep partnering relationships with the customer's national, regional and local management team and other customer decision-makers, engaging internal executive management team with customer as appropriate.
-Utilize business acumen in order to understand the customer's business for each of the assigned accounts; provide industry input in order to develop the company’s value proposition.
-Ensure high customer satisfaction, facilitating positive long-term relationships with high potential for continued business and revenue growth with customers.
-Effectively communicate with the entire internal account team to ensure the customer’s expectations are exceeded. 
-Participate in sales forecasting and planning to ensure effective market planning and continued revenue stream, negotiate client contracts and agreements, build project cost models and execute on direct business development programs.
-Lead the development of strategic account plan and strategy coordinating with the appropriate division resources (i.e., sales directors, operational support personnel, executive sponsor, and knowledge experts).
-Implement the strategic account plan and associated action plans ensuring that executive management is continually informed of progress and account status. Involve executive management as appropriate.
-Conduct “Strategic Account Reviews” for all key accounts bi annually.
-Develop, organize and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions. Provide information on current and future pursuits and pipeline across assigned accounts.  Forecast and track growth against the established baseline and account plan.
-Monitor industry and economic trends, competitor products, sales and marketing activities and provide bi annual market update report to leadership.
-Provide market intelligence on product research and development.
-Develop and recommend product positioning and pricing strategy to earn new business.
-Perform other duties as assigned

Role Specific Responsibilities
Qualifications
-Progressive responsibility in strategic sales or sales management.
-Proven experience providing strategic account management to mid-size and large organizations through matrix environments, requiring multi-million-dollar complex contracts
-Proven track record of exceeding customer expectations and anticipating their needs
-Experience developing and managing new and existing accounts and selling within all levels of an organization
-Deep experience utilizing solution selling techniques to identify business needs, develop customized solutions, and measure business problems
-Ability to quickly establish rapport, developing credibility, loyalty, trust, and commitment within assigned relationships
-Demonstrated sound decision making with diplomacy and adherence to company policies and procedures
-Ability to work within a matrix organization and work closely with all business divisions to meet very short deadlines often requiring long periods of continuous work
-Significant knowledge base in corporate and field selling environments
-Ability to work well with others, even remotely, with successful history of leading a diverse group
-Skilled at influencing others at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision-makers
-Demonstrated ability to think strategically, manage risk and be innovative in problem-solving
-Excellent verbal and written communication skills
-Ability to interpret technical information and adapt it to the needs of a business audience
-Ability to present information to a variety of audiences, external and internal
-Demonstrated high business acumen and understanding of finance/financial principles
-Knowledgeable in channel partner models and competitive environment
-Ability to engage in significant travel without restriction (50%+)
-Experience working within a sales function within manufacturing, Water Heating, Building/Construction, HVAC, Commercial channels/markets

Education

Bachelor's Degree in Business Management

Years of Experience

2-3 Years of Supervisory/Leadership Experience
Minimum of 5 years related work experience

We Offer

Competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.

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