National Account Manager

Liquid Environmental Solutions•Irving, TX

1d•$90,000 - $100,000

About The Position

The National Account Manager is responsible for achieving revenue and profit goals by cultivating long-term relationships with the company’s largest national account customers and retaining and growing business within an assigned base of existing accounts. The position manages customer relationships, contracts, sales opportunities, proposals, and service-program development, while coordinating successful implementations across the organization. The role requires travel within the United States and regular sales planning, customer meetings, and CRM documentation.

Requirements

Bachelor’s degree or equivalent.
Four years of outside business-to-business sales experience, including at least two years of multi-location, regional, or national account sales experience in the restaurant, grocery, or retail industry.
A consistent record of attaining monthly, quarterly, and annual revenue plans or goals, with actual goals previously assigned.
Ability and willingness to travel 25–50% within the United States.
Experience managing accounts in a national sales territory and strong time- and territory-planning skills.
Experience creating and executing annual, quarterly, monthly, and weekly sales territory plans.
Success managing large accounts with annual revenue of $100,000 or more per account and 15–500 or more locations per account.
Experience working through appointments and success securing appointments by telephone.
Ability to use consultative sales skills and a strong understanding of the sales cycle for large, multi-location accounts.
Experience and success in account-penetration sales across departments, locations, divisions, products, and services.
Experience developing and leading account growth and management strategies, including penetration, service, maintenance, retention, and management of the primary customer relationship.
Success across short-, medium-, and long-duration business service sales cycles.
Success leading new sales-program implementations in multi-location accounts.
Thorough understanding of, and prior formal classroom training in, consultative, professional, strategic, or tactical selling skills, account management, or other formal business-to-business sales skills; must be able to name the training.
Team-selling experience as the selling team leader.
Exceptional listening skills.
Strong proposal and presentation development and delivery skills, and strong written and oral communication skills.
Professional appearance and demeanor, and a conversational approach with prospects and customers.
Experience achieving weekly sales activity guidelines.
Attention to detail and strong organizational skills.

Responsibilities

Create and maintain professional relationships with executive decision-makers and other coaches, implementers, and influencers across the assigned national accounts.
Create, deliver, and present Quarterly Service Reports and company updates to assigned accounts.
Negotiate contracts and renewals.
Use consultative selling to understand customer businesses, marketplaces, service needs, and decision-maker needs; position company products and services accordingly and advance sales decisions and next steps.
Develop enhancements or updates to existing services management programs to address customer needs.
Prepare and present value propositions, program proposals, presentations, price quotes, and RFP responses that address customer needs and position services profitably.
Return customer calls and emails within four hours of receipt.
Develop, update, maintain, and execute an approved territory sales plan, including target prospects, sales-cycle plans, projected revenue, decision dates, and implementation or first-service dates.
Schedule sales appointments to maintain an average of six in-person sales meetings per week, with objectives tied to sales cycles or customer relationships.
Use the company CRM tool to document sales activity and manage the pipeline.
Lead and manage implementation of new locations or lines of business, coordinating communication of customer expectations across the organization.
Submit weekly sales call plans, sales call results reports, target account updates, and monthly sales plan updates.
Follow company pricing, product, and service guidelines, as well as company policies, procedures, and handbook guidelines.
Build and maintain relationships with field operations and corporate support staff.
Perform other duties reasonably within the scope of the listed activities.