National Account Manager - Commercial Direct Fleet

Safelite • Columbus, OH

2d • Remote

About The Position

A Brief Overview The National Account Manager owns the direct relationship with the organization's mid-tier commercial partners. They work closely with their clients to design and execute best-in-class programs that deliver an unrivaled client experience. They are trustworthy representatives of both Safelite and the client organization. They are trusted experts in the auto-glass industry, having the right knowledge and experience to help clients uncover and address critical business needs. By delivering highly consultative services, they help clients solve challenging business problems while increasing Safelite's footprint within their client organizations. A key component of the role is collaboration: NAMs must work with a variety of stakeholders within Safelite as well as their client organizations and they must also foster strong relationships across the two organizations. Using data to uncover problems and drive decision making to tell a compelling story that leads to both insight and action. As highly influential expert professionals, NAMs must model Safelite's values: a service mindset, a can-do attitude, and a caring heart.

Requirements

• Bachelor's Degree or equivalent experience required
• 4-6 years Strategic sales experience in business-to-business sales environment required
• Deep understanding of the commercial market
• Experience with complex contract negotiation, contract development, and contract management and renewal
• Strong written and verbal communication skills
• Ability to travel up to 40%
• Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. For example, champions the needs of customers; energizes people to provide outstanding service; provides resources for customer needs. Builds and cultivates deep partnerships or alliances with many new and existing customers.
• Strategic Mindset - Sees ahead to future possibilities and translates them into breakthrough strategies. For example, is a strong big-picture thinker; makes frequent, clear references to the organization's vision and strategy and the efforts required to drive them forward. Effectively integrates long-term opportunities and challenges with day-to-day activities.
• Drives Results - Consistently achieves results, even under tough circumstances. For example, creates a feeling of energy and an emphasis on excellence in the team, using productive behaviors. Builds a strong sense of urgency to exceed goals and beat deadlines. Ensures that the team pushes through obstacles and establishes a superior track record.
• Knows the Buying Influences - Applies business acumen to accurately identify the key buying influences pertaining to an opportunity, understanding the goals and needs of multiple stakeholders in a complex, matrixed client environment.
• Data Collection and Analysis - Works across functions and the contact center to analyze and integrate relevant data from multiple sources and deliver insights to client that illuminate the business impact of their decisions. Collaborates with key internal partners to apply learnings to solutions. Utilizes the data to cohesively tell the client story both internally and to the client.
• Negotiates Strategically/Tactically - Uses comprehensive knowledge and skills to design negotiation strategies, in partnership with relevant internal stakeholders, that facilitate growth and leave both parties satisfied with the value gained. Provides guidance and training to peers and more junior colleagues on different negotiation approaches.

Responsibilities

• KEY ACCOUNT MANAGEMENT • Personally manage a focused portfolio of key and strategic customer relationships, leveraging a large network of colleagues across the organization’s functions, and acting as a trusted advisor to the client.
• Manage business results of several commercial client partners by collaborating with sales operations team to analyze customer and market trends, monitor financial results, adjust plans as necessary, and optimize use of resources.
• Advise clients on different commercial approaches and negotiate arrangements that deliver value to the business and the client organization.
• Meets assigned targets for profitable sales volume and strategic objectives for assigned accounts and proactively leads a joint company strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones
• CUSTOMER SOLUTION DESIGN • Consult with customer representatives at the top management level to identify the strategic outcomes they are seeking to achieve; then, initiate solution design by mobilizing and leading cross-functional teams (for example, customer experience, technology, pricing, digital and legal) to utilize best-in-class solutions or leverage a complex tailored product and services solution where necessary and associated contractual terms that meet the customer’s mid- to long-term needs at a national/key operating unit level.
• Align agreement with the right internal partners and colleagues before approaching the client to negotiate to ensure that client proposals can be met at an acceptable level of profitability, service, and cash flow.
• In collaboration with sales operations and other internal SMES, use data-driven analyses to identify and implement product and service improvements that enhance business performance for both own organization and client organization
• RELATIONSHIP DEVELOPMENT & MANAGEMENT • Establishes productive, professional relationships with key partnerships in assigned customer accounts and partners with functional leaders within Safelite® to coordinate the exceptional execution of the key performance metrics contained within each client’s service level agreement
• Develop and maintain personal relationships with corporate executives of commercial accounts to facilitate business offerings expansion, growth, and retention and identify opportunities to increase the business's footprint within an existing client organization and increase value creation.
• Expand and elevate business relationships by growing the number of client stakeholders within the organization and connecting them with the right people within Safelite.
• BUSINESS DEVELOPMENT • Leverage a strong understanding of the commercial market to identify and approach potential business opportunities in their wired space to ensure Safelite continues to build market presence and share through a sustainable and profitable approach.
• Performs other duties as assigned
• Complies with all policies and standards

Benefits

• Competitive weekly pay and bonus opportunities.
• Total job benefits valued at more than $10k. This includes a 401(k) plan with company matching, medical coverage plans customized to suit your needs and a commitment to work/life balance through our paid time off (PTO) programs, company holidays and paid volunteer days.
• Up to $5,250 in tuition reimbursement per year.
• View all our health, wealth and life offerings at www.safelitebenefits.com

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees