Manager, Strategic Accounts (Retail)

Lennox International•Richardson, TX

2d•Onsite

About The Position

Driven by 130 years of legacy, HVAC and refrigeration success, Lennox provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us. Position Summary Under limited supervision, the Manager of Strategic Accounts leads and develops a team of Strategic Account Managers responsible for the company’s most complex and critical national account partners. This role focuses on day‑to-day people leadership, execution of national account strategies, and delivery of profitable growth through disciplined sales execution. The Manager applies professional expertise and judgment within established policies and frameworks to coach performance, delegate account ownership, oversee program execution, and resolve routine and non‑routine issues. The role partners cross‑functionally to support program alignment, customer experience, and continuous improvement while contributing to broader sales and organizational objectives.

Requirements

Bachelor’s degree or equivalent combination of education and experience.
Minimum of 8 years of progressive experience in sales or strategic account management, including direct people leadership.
Demonstrated ability to supervise professional employees and drive execution against defined strategies and objectives.
Strong business acumen with the ability to analyze issues, exercise judgment, and apply established policies and procedures.
Proven effectiveness in coaching, delegation, and performance management.
Working knowledge of marketing strategy, sales techniques, pricing, forecasting, and sales control systems.
Experience supporting strategic planning and budget execution within a larger organizational budget.
Strong written and verbal communication skills with internal and external stakeholders.
Proficiency in Microsoft Office and CRM systems.
Solid understanding of customer service principles, needs assessment, and satisfaction measurement.

Responsibilities

People Leadership & Performance Management Directly supervises, coaches, and develops a team of Strategic Account Managers to ensure consistent execution of national account strategies and sales processes.
Assigns and balances ownership of the largest and most complex national account partners to maximize team effectiveness and coverage.
Drives capability development in account planning, negotiation, margin discipline, forecasting, and sales process execution through ongoing coaching and feedback.
Manages performance issues, supports development planning, and resolves day‑to-day personnel matters using sound judgment within established policies.
National Account Oversight & Business Results Oversees team execution to retain, grow, and manage profitable and sustainable national account partnerships.
Monitors account performance, pipeline health, and forecast accuracy; identifies risks and opportunities and drives corrective actions as needed.
Ensures adherence to approved pricing structures, contracts, and program guidelines to protect margin and profitability.
Supports delivery of a consistent, high‑quality customer experience and trust‑based relationships across assigned accounts.
Cross‑Functional Collaboration Partners with marketing, supply chain, finance, field sales, and acquired business units to support national account strategies and resolve execution challenges.
Facilitates alignment and communication between the team and internal stakeholders to support new initiatives, distribution or OEM strategies, and acquisition integration.
Adjusts team priorities and processes in response to organizational and market changes within defined operating frameworks.
Program Execution & Improvement Leads execution and continuous improvement of national account programs, including playbooks, guidelines, pricing structures, and incentives.
Identifies opportunities to enhance tools, documentation, and processes to improve consistency, scalability, and team effectiveness.
Supports adaptation of programs for new capabilities, capital projects, acquisitions, and evolving customer or market needs in partnership with senior leaders.
Communication & Stakeholder Management Develops and delivers clear, consistent communications to national account partners, internal teams, and leadership aligned with approved strategies.
Serves as a point of escalation for key customer and internal issues, resolving matters within scope and escalating higher‑risk decisions appropriately.
New Business Development Oversight Oversees the team’s execution of national account new‑business activities by setting targets and expectations aligned to annual growth goals.
Maintains visibility to the prospect pipeline; assigns opportunities and provides coaching and oversight to support successful closure and onboarding.
Owns team execution against new‑business volume and margin goals as part of a broader sales organization.