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National Accounts Manager

US-AZ-Phoenix  | US-NV-Las Vegas | US-CO-Denver 
Job ID
2017-6863

Overview

The National Accounts Manager leads the company’s efforts to maintain and expand relationships with large, multi-location customers. Assigned to three to five named customers, the National Accounts Manager is responsible for achieving sales quota and assigned strategic account objectives. The National Accounts Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. The Director of National Accounts focuses on the headquarters and key buying locations of assigned accounts, while coordinating closely with field associates assigned to these customers’ other locations.

 

Products include:               

-Wheel Aligners                                                                    

-Wheel Balancers

-Tire Changers

-Alignment Lifts

-Automotive/ General Purpose Lifts

-Specialty Lifts

-Brake Lathes

-Collision Repair Equipment

 

Experience with these types of products is essential.

Responsibilities

KEY TASKS

 

• Establishes productive, professional relationships with key personnel in assigned customer accounts.

• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.

• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts

• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.

• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

 

• Achieves assigned sales quota in designated national accounts.

• Meets assigned expectations for profitability.

• Achieves strategic customer objectives defined by company management.

• Completes strategic customer account plans that meet company standards.

• Maintains high customer satisfaction ratings that meet company standards.

• Completes required training and development objectives within the assigned time frame.

 

ORGANIZATIONAL ALIGNMENT

 

• Reports to the VP National Accounts

• Enlists the support of sales specialists, service resources, customer service, and other sales and management resources as needed.

 

 

Qualifications

Bachelor’s degree preferred along with proven direct sales and sales management experience. Preferred candidates will be very knowledgeable in the Equipment business.

Position requires knowledge and experience in the following areas:

 

  • Direct sales
  • Product knowledge
  • Equipment industry experience
  • Sales forecasting and planning
  • Marketing planning
  • Asset management
  • Budgeting
  • Business operations
  • Training
  • Competitor’s strength knowledge
  • Recruiting and selection
  • Computer proficiency

 

Individuals must possess the following characteristics:

  • High energy level and highly motivated
  • Results driven –set and achieve goals
  • Desire to lead others
  • Strong communications – interpersonal, relationship building, presentations, oral/written, listening, etc.
  • Persuasive and influential
  • Customer focused
  • Trusting and credible
  • Acts with integrity
  • Responsive
  • Organized and team oriented
  • Able to prioritize and manage time
  • Ability to grasp and manage change

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