| National Account Manager |
Job Id: W329018 |
Posted On: 3/29/2010 |
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Location: Atlanta, GA;
Job Type: Full Time
Salary: $65000.00 to $80000.00/year
Degree: Bachelor
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DescriptionMajor industrial aftermarket supplier of mechanical, electrical, specialty chemicals, safety equipment and supplies, cutting tools and miscellanous related equipment. 65+ years of direct sales to the industrial, construction, original equipment, general manufacturing, automotive, transportation, military and government facilties that maintain and repair their own machinery, equipment, transportation and facilities. This company is a giant in their industry - the Maintenance Repair Operations (MRO).
JOB DESCRIPTION: - Manages & maintains assigned Headquarter (HQ) corporate relationships & contract renewal with established ntional acount customers within an assigned
geographic territory and is responsible for the national sales of these HQ accounts.
- Drives sales at all national account customer facilities within the assigned geographic territory in conjunction with local branch associates.
- Cultivate, maintains & grows relationships with established and new national accounts that will maintain the account, increase existing business, and ensure excellent
client relations.
- Prepares and delivers sales presentations that address the clients needs, lead to sales growth within established and new national accounts.
- Gathers, organizes & analyzes information of all national accounts within assigned geography in an effort to create a business plan of growth.
- Business plans are to be prepared and updated periodically for each HQ account and each branch within geography.
- Represents national accounts in cross-functional initiatives, industry functions & trade shows.
- Establishes & maintains a working relationship with key company marketing, legal, product, & finance deptartment associates to keep abreast of current & new
products/services/strategic initiatives.
- Works with market managers, branch managers & field sales associates to develop strategies for specific account penetration and to drive customer corporate
message to local facilities.
- Submits to management all required sales & expense reports in a timely manner,
- Sells companies basic value basket & services to clients including e-procurement integrations.
- Responds to existing customer requests for information & proposal & negotiates pricing & other terms of national account agreements with existing clients to ensure
maximum revenue & profit from renegotiating existing agreements to include terms & conditions that will minimize the companys risk.
- Ensures meeting and budgetary cost center constraints and takes corrective action when needed.
- Tailors national account strategy to align with company corporate sales & marketing strategy.
- Represents national accounts in branch and market level field sales management meetings to convey national account direction and strategy.
- Conducts formal reviews with HQ accounts on a quarterly basis or as needed.
- Learns & fosters the company culture in the department & throughout the company to ensure unity of purpose & fullfillment of companys missions.
- Educates/promotes selling techniques and guidelines for national accounts to outside sales and branch sales managers to increase program awareness and sales.
- Participates in special projects and performs additional duties as required.
EDUCATION/EXPERIENCE/SKILLS: - Bachelors degree in business or the equivalent is required.
- Industrial, manufacturing, distributing sales experience in direct account responsibility is required.
- National account HQ experience is preferred.
- Experience with national account sales and/or are large account penetration, negotiation, and maintenance techniques is required.
- Excellent sales, negotiation and team building skills and techniques are required.
- Computer literacy and proficiency in word processing, spreadsheet and presentation software is required.
- Knowledge of e-business as it relates to national accounts is required.
- Excellent oral & written communication skills are also required.
- A valid drivers license and the ability to travel is required.
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