National Accounts Manager

3 weeks ago

Pasadena, United States Floworks International LLC Full time
Job DescriptionJob Description

This role typically involves overseeing all aspects of the account's relationship with the company, from sales and revenue growth to customer satisfaction and long-term account planning.

The National Account Manager is responsible for managing, developing and nurturing strategic relationships with key national accounts, clients and key suppliers. Responsible for execution and achievement of established financial goals; accountable for facilitating the strategy, approach, and relationship development with contractual customers through personal involvement, project proposals, and presentations.

This role involves developing and executing account strategies, maximizing revenue, ensuring customer satisfaction, and serving as the primary point of contact between the company and the account.

Key Responsibilities:

  • Account Management:
    1. Serve as the main point of contact for assigned national accounts.
    2. Build and maintain strong relationships with key decision-makers and stakeholders within the account.
    3. Build and Maintain Key Vendor/Manufacturer Relationships to Assist the Growth and Stability of the Account

  • Account Strategy:
    1. Develop and implement comprehensive account strategies to achieve revenue targets and long-term growth objectives.
    2. Identify opportunities to upsell, cross-sell, and expand the scope of services or products offered to the account.
    3. Work with Branch/Area/Regional management and National Accounts teams to develop strategic business plans, assist with proposals, contract research and negotiation, and implementation of sales strategies to achieve sales growth.
    4. Drive effective partnership with Branch/Area/Regional operations; communicate to deepen understanding of customer business processes, buying procedures, and expectations for service.

  • Sales and Revenue Growth:
    1. Drive sales growth by understanding the account's needs and aligning company products or services to meet those needs including pricing, service, billing, systems implementation, and other areas--with customer representatives.
    2. Negotiate contracts, pricing, and terms to maximize profitability while maintaining a competitive edge to achieve maximum profitability by meeting or exceeding gross margin goals through effective negotiation.
    3. Ensure contractual compliance that may require difficult conversations surrounding deviations from contractual agreements in partnership with management.
    4. Look at Business Development opportunities at Other Customers that Could be a Fit for a Future Agreement

  • Account Planning:
    1. Develop and maintain account plans outlining sales objectives, strategies, and action plans.
    2. Identify and communicate work in process, threats, opportunities, and related market trends as appropriate.
    3. Collaborate with cross-functional teams to execute account plans effectively.
    4. Develop customer retention strategies by consistently illustrating our value proposition in conjunction with evolving customer needs.

  • Customer Satisfaction:
    1. Act as an advocate for the account within the company to ensure their needs are met.
    2. Deliver superior service through consultative sales, preparing quality presentation materials, conducting demonstrations, detailing products and cost savings, determining customer needs and requirements, and offering solutions.
    3. Research and develop information on new projects.
    4. Develop knowledge of customer needs, to include technical requirements, production volume and schedules, targeted pricing, applicable contract requirements, and competitive analysis.

  • Forecasting and Reporting:
    1. Provide accurate sales forecasts and reports to senior management.
    2. Track key performance metrics related to the account's success.

  • Market Analysis:
    1. Stay informed about industry trends, competitor activities, and market dynamics that may impact the account.
    2. Use insights to make informed decisions and adapt strategies as needed.

  • Contract Management:
    1. Ensure that contracts and agreements are well-maintained and renewed as necessary.
    2. Review contract terms and negotiate revisions or amendments when required.
    3. Work with Commercial Analytics Team to ensure Contract Compliance and pricing updates.

  • Compliance and Regulations:
    1. Ensure that all activities related to the account comply with relevant laws, regulations, and company policies.
  • Cross-Functional Collaboration:
    1. Collaborate with internal teams such as sales, marketing, product development, and customer support to provide comprehensive solutions to the account.

  • Qualifications:
    1. Bachelor's degree in business, marketing, or a related field (Master's degree preferred).
    2. Proven experience in national account management or a related role, with a track record of achieving sales targets.
    3. Strong negotiation, communication, and presentation skills.
    4. Exceptional relationship-building and customer service abilities.
    5. Proficiency in CRM software and sales tools.
    6. Ability to travel as needed to meet with national accounts.

  • Key Competencies:
    1. Account management and strategy development
    2. Sales and business development skills
    3. Customer relationship management
    4. Strategic planning and execution
    5. Financial acumen
    6. Market awareness and industry expertise

A National Account Manager plays a pivotal role in managing and growing relationships with key accounts that have a significant impact on the company's revenue and market presence. Their ability to understand customer needs, provide tailored solutions, and effectively manage the account relationship is vital for the organization's success.

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