National Account Manager, Strategic Accounts

7 months ago

Richmond Hill, Canada Global Industrial Full time

Corporate Overview

For over 70 years Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America.

We carry over one million industrial, material handling and business products that are sold through our website, corporate sales people and full color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

Key Responsibilities

The National Account Manager is responsible for achieving annual volume sales and profit targets within existing strategic customers. This role requires experience growing large National Accounts through share of wallet expansion. The National Account Manager will manage at the HQ level and with top level executives in the field. They will grow revenue with program strategies that align to both Global Industrial strategic goals and customer objectives to create long-term value. 
Responsibilities: 
• Grow and manage assigned large National Accounts: Fortune 500 Companies
• Calling on high level decision makers to increase share of wallet for Global Industrial product lines. 
• Negotiate long term agreements that provide sustainable growth and business predictability· Provide and communicate ROI and other metrics to demonstrate long term value, quality, and service to the customer
• Network across the customer hierarchy to Manage all phases of the sales cycle and Customer Account Management – including strategic account planning with the aligned Strategic AccountManagaer, aid in development and commercialization of new items and execution of daily tactical activities such as:, category expansion, 
• Work closely with internal and external cross-functional stakeholders to ensure mutual needs are met
• Work closely with Marketing, Merchandising and Sales Management on programs, pricing, and long-term planning to drive sustainable growth and long-term agreements.
• Ability to think analytically, creatively, and independently with excellent problem-solving skills
• Use data to create useful insights including product gap opportunities
• Compile and analyze daily, weekly, monthly and annual sales data to forecast and prepare long-term potential sales growth opportunities
• Able to travel up to 40% to visit customer sites, and plants, attend meetings/training, and/or participate in trade shows/events

Competencies and skills

Essential Qualifications & Skills: 

• 5 plus years of sales experience, preferably in manufacturing, distribution, and retail 
• Minimum of 5-year experience selling large Fortune 500 customers. Experience with manufacturing/operations management a plus. Strong entrepreneurial drive, a sales “hunter” mindset, and passion to succeed.
• Strong knowledge and experience in all aspects of sales, including growth strategies, distribution channel management, account development, and business planning.
• Solid negotiation, conflict resolution, and people management skills. Experience and knowledge of partnership agreements and programming details Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with internal and external customers including key business partners and decision makers across customer’s entire organization. Knowledge of cost analysis, fiscal management, and budgeting techniques coupled with familiarity with P&L management. Solid computer skills with focus on Power Point, Excel, Word, etc.
• Experience using and working with a CRM system to manage accounts, opportunity pipeline, contacts and tasks.
• Knowledge of E-Procurement Systems
• Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person. 
• 5 years’ previous work experience in National Account Sales or Key Account Management with demonstrated record of growing sales. 
• Proven experience networking and selling large strategic customers.

EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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