National Account Manager

**Position Summary**

The National Account Manager assumes overall business development responsibility for one or more large customers that typically have multiple locations across the United States and/or Canada.

**Specific Job Duties and Responsibilities**
- Manages corporate level relationships with customer supply chain and safety leaders.
- Gains proficiency in delivering the company’s value proposition both internally and externally
- Establishes and owns corporate-wide Master Services Agreements and leads the negotiation of terms.
- Works hand in hand with Strategic Account Managers at the local plant level to grow revenue through projects, turnarounds, and adding additional lines of business.
- Develops and delivers quarterly to annual stewardship presentations to key customer stakeholders.
- Works with Operations Team to facilitate response to service quality concerns.
- Reviews and analyzes opportunities presented by sales, quotations and customer service and operations staff. Determines whether the customer philosophy fits with TS capabilities, if there are synergies with other products, services and regions and whether account will be targeted.
- Manages quotations process for their national accounts and reviews pricing on all strategic proposals, ensuring that pricing is consistent with the MSA and that content of proposal is accurate.
- Facilitates communications and coordinates the processes between cross-functional teams (internally and externally) to ensure that issues are addressed and incorporated into agreements, processes, and procedures.
- Ensures that contract templates are followed according to legal and operational procedures.
- Teaches staff to seek and identify business opportunities and to identify value-added options to develop customer accounts. Assists staff in building relationships with customers and cultivating accounts into long-term customer alliances.
- Prepares and makes sales presentations both on key customer accounts and with members of sales team, focusing on value to customer and coordinates visits from Total Safety technical staff and upper-level management to customer where necessary. Arranges customer visits to Total Safety facilities and in-house training demonstrations.
- Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other Total Safety locations and business units.
- Assists with special projects as assigned.

**Qualifications**

**Education**: Bachelor’s degree from an accredited university/college in related field preferred or equivalent technical and commercial experience.

**Experience**: A minimum of five (5) years of Sales Account Management experience with distinguished record of sustained achievement. Track record of successful National contract negotiations, multi-site interfaces and management of complex commercial contracts. Must have comprehensive knowledge of Total Safety products and services offered, capabilities and inter-relationship with other business units / product lines and ability to sell moderately complex technical equipment.

**Other Required Skills, Knowledge, or Abilities**: Must be proficient in MS Office programs and knowledge of departmental software programs.

Must have knowledge of potential customers within geographical focus area. Knowledge of competitors in target markets, with an appreciation of their strategies, strengths, and weaknesses.

Must have knowledge of external economic factors, market prices, legislation, contract structures and understanding of internal economic factors including cost, margins, and profit impact of decisions.

Ability to develop, implement and manage detailed long-term sales strategies and short-term action plans.

Ability to work independently under limited supervision. Must demonstrate good organization and prioritization skills and consistently meet deadlines.

Demonstrates a high level of interpersonal, communication (verbal, written and listening) persuasion, presentation, and relationship building skills to effectively communicate with all levels of internal and external contacts. Ability to modify communication and presentation style to relate to a variety of people and personalities.

Must demonstrate commitment to compliance with applicable laws and regulations, an unwavering commitment to safety and health and other company policies and procedures. Must possess high ethical standards demonstrated by their approach to business.

Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

**Interpersonal Communications**: Uses partnering techniques to cultivate relationships with top customer decision makers. Frequent customer presentation. Must be attuned to the issues of customer and Total Safety to communicate and clar