National Accounts Manager

General Responsibilities/Role Overview: National Accounts Manager, Wholesale & National Territory Manager Canada.
Manage the sales activities for North America Seats division products with wholesale national accounts, buying group relationships, and territory management (Canada & Puerto Rico).
Creates and utilizes strategic selling plans in addition to sales acceleration programs to meet or exceed plan, increase market share, maintain the product image, specification position, and brand recognition/preference in the marketplace.
Establishes top level contact with designated national accounts, and strategic partnerships (buying groups).
Negotiates and manages programs in conjunction with sales director.
Responsible for driving annual growth goals as well as represents the company at a national level at conferences.
Ensures programming aligns with growth strategies and profitability goals.
Provides accurate monthly reports.
Works in collaboration with finance to ensure rebates are accrued and paid accurately on one time.
Specific Responsibilities: National Accounts: Acts as the champion to wholesales sales team and establishes top level contact with designated national accounts.
Secures the sales plan through regular meetings, annual visits/interactions, and leveraging partnership knowledge to coordinate sales efforts at a regional level with the goal of accelerating growth or addressing underperforming areas.
Manages program and works with sales leadership to ensure programming aligns with growth strategies and profitability goals.
Prepare detailed call reports after each trip into the field and record into CRM.
Disseminates information and ensures follow-up.
Tasked with creating “sticky” relationships as well as strategic partnerships that will elevate vendor status.
Attends corporate meetings and tradeshows on a local and/or national basis, complete reports, analyze sales trends, analyze the profitability and impact of new sales opportunities, interact with shipping, demand management, product development, marketing, manufacturing, engineering and customer service.
Strategic Partnerships (Buying Groups): Acts as the champion to the wholesale sales team and establishes top level contact with designated buying group leadership.
Possesses knowledge of full membership.
Leverages partnership to coordinate sales efforts for group 80’s at a regional level with the goal of attaining growth goals and addressing underperforming areas.
Manages program and works with sales leadership to ensure programming aligns with growth strategies and profitability goals.
Attends corporate meetings and conferences.
Prepare detailed call reports after each trip into the field and record int0 CRM Disseminates information and ensures follow-up.
Tasked with creating “sticky” relationships as well as forming strategic partnerships that will elevate vendor status.
Territory Management: Canada & Puerto Rico: Manage and direct independent manufacturer representatives: Develop performance goals and objectives; provide quality feedback on a regular basis.
Develop proficiency in use of company data systems to manage customers and reps performance.
Continually analyze agency direction with new and existing lines, ensuring that our line fits with their portfolio; Discuss succession planning on an annual basis; Develop improvement or replacement strategies for agencies that are not performing; provide training on products and programs.
Establish annual goals and objectives for reps/territories.
Recommend pricing strategies to grow sales and operating profit.
Manage the commercial quotation program for the region.
Supply input and strategies to compete with competitor’s products, strategies, and pricing programs.
Attend corporate meetings and tradeshows on a local and/or national basis, complete reports, analyze sales trends, analyze the profitability and impact of new sales opportunities, interact with shipping, demand management, product development, marketing, manufacturing, engineering and customer service.
Collaborate with marketing and product management to be properly future focused.
Distributor Relationships: Secure the sales plan through relationship building with regional 80’s customers Demand Creation: Utilize market insight to identify as well as target market opportunities.
Skills & Qualifications: Bachelor’s degree in a business related major or similar field.
10+ years experience as a sales manager within the plumbing wholesale channel.
5+ years experience and proven track record managing national accounts Ferguson, Hajoca, WIN, & MROs: Grainger & HDSupply, as well as buying groups: TCG, AD, & Imark as strategic growth partnerships.
Current relationships required.
3+ years experience and proven track record managing Canada.
Current market experience preferred.
Proven track record two-step distribution and working with independent distributors as well as managing manufacturer’s reps to perform at their highest level regarding both push and pull strategies.
Superior written, presentation, and verbal communication skills are a must.
Emotional intelligence with ability to gain insight into customer needs and able to pick up on situational cues and adjust.
Demonstrates effective communication in various settings: one-on-one, small and large groups, or among diverse styles and position levels.
Ability to work well in a team environment.
Autonomous personality, self-motivated, driver of results.
Manages partnerships with win for both sides.
Superior ability to learn on the fly specific to product knowledge with both the desire and the ability to train others.
Strong business and financial acumen in analyzing top-line growth, gross profit expectations, and productivity leverage with fixed budget parameters.
Highly organized and attentive to details.
Technologically savvy; must be highly proficient in employing Microsoft 365 applications and CRM (Salesforce).
Experience utilizing market insight tools ConstructConnect and ATS to identify regional opportunity pipeline as well as successfully ensure the capture of job opportunities.
Willingness to become a power user of Bemis systems and processes.
Mandatory attendance of all national account and strategic partner conferences and events.
Travel requirement 40-50%.
Work Environment: This is a remote home office position ideally located in the East US region and close to an international airport When traveling, it may require walking/standing in customer stores and exhibition halls Ability to reach above shoulder height, below waist and lift as required to provide sample products and presentation materials to the customer (up to 30 lbs.
)