National Account Manager

3 weeks ago

Waukegan, United States EBSCO Industries Inc Full time

At Luxor, we cultivate a culture of innovation and forward-thinking that our employees thrive in, and this mindset is reflected in our products. As a manufacturer of cutting-edge workspace solutions for commercial, educational, industrial, and various other markets, we consistently develop functional, value-driven products. Our workspace furniture solutions are designed to foster a healthy and collaborative work environment.

The National Account Manager is responsible for developing, servicing, and growing national sales accounts within the Retail Office Supply Industry. They generate leads with high-value stakeholders and influencers at national accounts. The National Account Manager has proven strategic selling skills and experience managing distribution partners, preparing proposals, analyzing data, and creating presentations.

ESSENTIAL DUTIES AND Responsibilities:

  • Develop, service, and grow sales relationships to meet sales and profitability goals quarterly and annually. Responsible for the development and achievement of sales through assigned sales channels
  • Focus on growing and developing assigned existing customers and new customer acquisition
  • Maximize revenue for designated customer accounts by growing sales within existing accounts, expanding customer contacts, identifying and developing new opportunities at a level to meet the targeted sales goals
  • Understand customer needs and objectives and monitor for changing customer needs.
  • Demonstrates the ability to use market data to quickly respond to new developments in the customer's businesswhich supports sales growth. Leverage analysis of sales-related information and statistics to plan customer and prospect interactions accurately and effectively.
  • Consistently focuses on actions and tactics that will produce positive sales results
  • Produces proactive action plans that increase sales within assigned accounts. Plans account visits and coordinates all sales promotions within assigned accounts. Ensures placement of all products and consults with buyers to ensure maximum account growth.
  • Demonstrates appropriate knowledge of the customer's business and product/service offerings to formulate business strategies to drive revenue together.
  • Establishes customer priorities with sales leadership to execute a strategic course of action to accomplish sales goals
  • Creates and maintains target prospect lists and detailed sales strategies for each
  • Creates and maintains customer account penetration plans and ensures that Inside Sales Teams fully understand and participate in the plans.
  • Creates and leads regular business reviews for key customers to maximize sales
  • Document, analyze, and understand impact of customer focused activities to increase productivity and sales within assigned market
  • Represent the company at customer and industry tradeshows
  • Serve as the primary key interface between the customer and all relevant Luxor departments and teams

OTHER DUTIES AND RESPONSIBILITIES:

  • Understand customer new product needs and opportunities, and submit new product ideas to Luxor for consideration
  • Identify and research current marketing trends
  • Maintain expert-level competitor analysis
  • Generates and enhances sales operational reporting, including maintaining a prospect list with activities, reporting of business reviews and sales calls, assisting with customer purchase reporting, promotional reporting, and other data/inquiries
  • Manage, escalate, and resolve customer conflicts
  • Overnight travel required to customer and prospect locations, up to 50%

SKILLS AND ABILITIES REQUIRED:

  • Previous experience with proven results in new business sales, account management, named account and/or territory sales. Experience selling into industrial supply, education, office solutions, healthcare, or commercial furniture strongly preferred
  • Proactive, intrinsically motivated individual
  • Excellent presentation skills
  • Displays a positive attitude which is a key to success
  • Communicates in an organized, clear, and concise manner to effectively express ideas, plans, actions, and projects to support customer needs, strong written and verbal skills
  • Highly organized & skilled in long term planning
  • Demonstrated large customer account management and relationship building skills
  • Strong forecasting and analytical skills
  • Problem solving mind set with a can-do attitude

EDUCATION AND EXPERIENCE REQUIRED:

  • Bachelor's Degree in business or related field
  • 5-8 years' sales experience, with 5+ years outside sales experience
  • Experience within the Retail Office Industry managing accounts like Staples, Office Depot, Essendant, W.B. Mason, and others preferred

Computer equipment and level of software requirements:

  • Intermediate PowerPoint
  • Intermediate Excel
  • Outlook
  • Experience using CRM (Salesforce preferred)
  • Experience using ERP systems (Sage preferred) to review customer and product data

Specific Knowledge, licenses, certifications REQUIRED:

  • None

SUPERVISORY RESPONSIBILITIES:

  • None

TRAINING REQUIREMENTS:

  • None

PHYSICAL DEMANDS:

  • Must be able to travel to customer and prospect locations regularly
  • Some lifting and assembly for product samples at tradeshows
  • Must be able to stand for extended periods of time (tradeshows)

PHYSICAL PROTECTIVE EQUIPMENT:

  • None

WORK ENVIRONMENT:

  • Usual office working conditions

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other

job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.

To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. The requirements listed in this document are the essential levels of knowledge, skills, or abilities.

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex, pregnancy status, age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment.

We comply with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.

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