National Account Director

BDA•Indianapolis, IN

23h•$110,000 - $130,000•Hybrid

About The Position

The National Account Director is a senior-level strategic leader responsible for overseeing high-value national and global client relationships while leading a high-performing account team. This role drives revenue growth, ensures exceptional client service, and steers the strategic direction of assigned accounts. The successful candidate will combine deep sales acumen, strong leadership skills, and financial expertise with creativity and an innovative approach to branded merchandise solutions. You will guide the growth of your portfolio and team while contributing to the broader success of BDA’s marketing and branding goals.

Requirements

Bachelor’s degree in Marketing, Business, Communications, or related field.
7+ years of senior-level enterprise account management or business development experience; promotional merchandise experience preferred.
Minimum 4+ years’ direct sales management experience with proven success in leading high-performing teams.
Demonstrated success in driving account growth, increasing sales, and meeting revenue/margin goals.
Strong financial acumen with the ability to analyze budgets, margins, and profitability.
Exceptional communication, negotiation, and presentation skills, including with C-suite executives.
High-level proficiency in Microsoft Office Suite and CRM platforms (Salesforce preferred).
Willingness to travel approximately 50%.

Nice To Haves

promotional merchandise experience preferred

Responsibilities

Serve as the senior relationship owner for key enterprise accounts, building and maintaining trusted, long-term partnerships at the C-suite level.
Lead strategic business reviews (QBRs/ABRs) and proactively present new opportunities, solutions, and creative merchandise concepts that align with client brand objectives.
Drive account growth through upselling, cross-selling, and identifying new business opportunities.
Monitor client satisfaction, resolve escalations quickly, and ensure retention through exceptional service delivery.
Develop and execute multi-year strategic account plans in collaboration with the Director of Client Services.
Set revenue and margin goals for assigned accounts and account team, managing collective portfolios exceeding $10M.
Prepare and maintain an actionable strategic account plan using the OST model (Objective, Strategy, Tactics) for all assigned accounts focused on quarterly budget attainment (profit and margin results).
Review and analyze financial performance, including revenue, gross margins, operating expenses, and client profitability, making data-driven recommendations.
Partner with Finance to monitor budgets, forecasts, and operating expenses (OpEx).
Achieve and exceed annual sales targets while maintaining healthy margins.
Actively network through industry events, leadership forums, and client engagements to identify and develop new business opportunities.
Maintain a “hunter” mentality, balancing new business development with growth of existing accounts.
Lead, coach, and mentor Account Managers and Associate Account Managers, fostering professional growth and skill development.
Conduct regular 1:1s, performance reviews, and performance improvement processes (PIPs) as needed.
Recruit, interview, and onboard top talent to strengthen the account team.
Recognize team achievements and foster a collaborative, high-performance culture.
Oversee Salesforce CRM adoption and accuracy across the team, ensuring all account activity, opportunities, quotes, and client interactions are tracked.
Ensure data hygiene guideline compliance.
Manage all opportunities, tasks, and key performance indicators to prescribed guidelines through insights from Salesforce CRM, promo and program performance analysis, and proactive recommendations.
Partner cross-functionally with Marketing, Merchandising, Supplier Services, Technology, Sales Ops, and other departments to deliver seamless client experiences.
Leverage client feedback (NPS and VOC insights) to continuously improve service delivery and product offerings.
Ensure compliance with company policies, procedures, and brand standards.