National Account Manager

4 days ago

Troy, Ohio, United States ITW Full time
Job Summary

This role will report to the Director – Sales & Business Development. The incumbent will plan, organize, direct, and control activities to achieve total revenue and profit goals with assigned Key National Accounts.

The individual will interface with both internal and external senior-level management, ITW Food Equipment Group (FEG) product development and product service personnel, as well as all relative contacts within assigned Key Accounts, ITW FEG sales organization, and the field service organization.

The incumbent will direct the activities of the assigned Key Accounts through effective field sales engagements, account management, and developing end-user relationships.

The incumbent will also have the responsibility of coaching, mentoring, and developing some assigned National Account Managers.

The incumbent will support the development of strategic and tactical programs conducive to increasing Hobart's service presence and competitive share in the U.S. Market that will ultimately drive profitability.

Essential Duties and Responsibilities
  • Develop annual strategic plans and complete account profiles on all assigned active accounts.
  • Develop strategies to support the protection of existing account revenue as well as driving organic revenue and margin growth.
  • Manage accounts, contacts, opportunities, and other required critical information in CRM on a consistent and timely basis.
  • Escalation management, including evenings and weekends.
  • Manage the gathering of analytic information needed to support accounts, sales, ROI, and other initiatives.
  • Update leadership consistently on account status/changes, especially those that could have an impact on our relationship, revenue, or probability.
  • Coordinate with National Accounts Customer Care in the effort of delivering positive customer satisfaction in aligned accounts.
  • Partner closely with the equipment sales National Account Manager(s), attend each other's meetings/QBRs, and plan to support each other's initiatives.
  • Coordinate all key account service sales activity for all assigned accounts.
  • Implement pricing strategies, quotes, and action plans with all assigned key accounts to ensure that proper margins are maintained in accordance with overall service business strategy.
  • Conduct service sales presentations in assigned accounts sales that addresses issues, promotes initiatives, and drives incremental service contract revenue.
  • Develop specific solutions in assigned National Accounts to win new business and maintain service contract renewal business through customized programs that will ultimately enhance profitability.
  • Represent Hobart Service on various projects, including managing and attending customer and industry trade shows as necessary.
Minimum Qualifications
  • Bachelor's degree in Business, Sales, Marketing, or related fields.
  • 3+ years of extensive sales experience.
  • Requires up to 50%+ travel.
  • Strong oral and written communication skills.
  • Strong organization and project management skills.
  • Experience with Microsoft Office.
  • Self-motivated and ability to adapt to change.
  • Strong customer orientation.
Preferred Qualifications
  • National account sales experience.
  • Food service/Food retail experience.
  • Management experience.
Competencies
  • Strong oral and written communication skills.
  • Experience with Microsoft Office, D365, CRM systems.
  • Self-motivated.
  • Strong customer orientation.
Working Conditions

This position requires 50% -70%+ travel.

Hours of Work

Typically 8-5.

After hours and weekend account management as needed.

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