National Account Manager

2 weeks ago

Saddle Brook, United States Arrow Full time
THE COMPANY: Hangzhou GreatStar Industrial, Ltd. Is one of the largest manufacturers of hand tools in the world, specializing in R&D, and manufacturing high quality products for the DIY, professional and industrial channels. Our brands include Arrow Fastener, Reveal Cut, Goldblatt, Pony & Jorgensen, SK Tools, Shop-Vac, EverBrite, WorkPro, as well as many others.

Arrow Fastener Co., LLC, located in Saddle Brook, NJ is a leader in manual, electric and cordless fastening tools for both pros and DIYers. Founded in New York City in 1929, Arrow quickly became synonymous with its flagship staple gun, along with its full range of T50® staples. Building on the success of the heavy duty T50® staple gun, Arrow now markets a full line of pneumatic, electric and manual staplers and brad nailers as well as rivet tools, glue guns, and hammer tackers and a full line of consumables to match.

Arrow Fastener Co., LLC is a wholly owned subsidiary of GreatStar Tools USA, Inc. whose other operating companies include Shop-Vac USA, GreatStar Industrial US & Prime-Line Products.

REPORTING RELATIONSHIP: The National Account Manager will report directly to the Director of Sales for the Arrow Fastener Co-Op and Distributor business.

ABOUT THE ROLE: This position is responsible for achieving sales goals for Arrow Fastener's full product line in the hardware, distributor and professional user channels. Working with the Hardware Merchants, the National Account Manager must enhance the strategic supplier relationship that gives Arrow Fastener a unique competitive advantage and a dominant market share. This position is accountable to drive profitable sales growth for our customers and Arrow by providing customer inspired solutions while executing on internal sales and marketing initiatives on regional and national levels.

KEY RESPONSIBILITIES: This candidate must establish and maintain existing relationships with customers nationally and develop new customer relationships to meet our growth agenda. Product knowledge, application, building science, financial business acumen and the ability to develop industry / market knowledge and opportunity analyses are critical to success in this role.
  • Creates the company's go-to-market strategy and drives demand for our products at the PRO level.
  • Manages and develops relationships with key dealer/retail customers and determines strategy for value proposition and product penetration, working with these customers to build PRO pull-through opportunities.
  • Improves profitability, product penetration, product mix, and inventory turn with all customers for the PRO segment.
  • Assesses the market size, product opportunities, and key geographies for assigned customer segments to determine Arrow's PRO sales strategy.
  • Manages the MRO side of the business to grow awareness to our brands and drive sales.
  • Manages sales representatives in identifying/prospecting new sales opportunities with new and existing customers, maximizing sales efforts by focusing time on the largest and most profitable opportunities.
  • Works with senior management to identify new sales opportunities and channels.
  • Conducts joint sales calls with sales representatives to identify opportunities and maintain/build customer relationships (including sales representative coaching/mentoring).
  • Attends regional and national PRO shows to demo and sell products.
  • Attend national trade shows.
  • Sets up and attends union and apprentice training on new products.
  • Responsible for setting yearly budget goals both internally and externally.
THIS SHOULD DESCRIBE YOU:
  • A minimum of 5 years' experience in sales; CPG sales highly preferred.
  • Demonstrated success in selling to home improvement, building, maintenance and facilities contractors. Previous sales experience calling on Grabber, Grainger, Fastenal, MSC, Lancaster and/or clubs (Costco, BJ's, etc.) preferred.
  • Bachelor's Degree required or the equivalent combination of education and experience.
  • Proven track record in enterprise account management or a related role, preferably in hardware retail and/or distributor channels.
  • Proficient user in MS Office suite. Must be able to prepare reports, presentations, charts, schedules, procedures, and other data as necessary.
  • A highly developed level of creative skills, resourcefulness and perseverance are required to succeed as a National Account Manager.
  • Critical thinking skills must be applied to determine the best strategic approach to maintain budget controls and to effectively use the resources within Arrow Fastener.
  • Ability to multi-task, have strong attention to detail, and be organized are all necessary to be successful in this position.
  • Excellent communication skills with the ability to interact with all levels within the organization.
  • Strong ability to work in a team environment.
  • Must be willing and able to travel at least 25%+. Valid driver's license with good driving record is required.

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